Service Contractors Ride the Rapids
As of April 3rd, 2020, it’s a cliché to say life and work will never be the same after COVID-19 but it’s still painfully true. For service contractors whose bulk of business is with [...]
What’s the Point of Account Retention?
This isn’t as strange a question as it sounds because many (most?) B2B service contractors confuse “goal” with “purpose.” Ask contractors what is the point of [...]
The Single Solution to Account Retention
Q: What is the single solution to retaining B2B service contracts? A: Do more, now. Yes, it’s a trick question and a Sisyphean answer. But the truth is whatever service contractors do to [...]
No One’s Job & Everyone’s Job
Account retention: Whose job is it anyway? All B2B service contractors face the challenge of retaining customer accounts to survive – and yet rarely structure or resource themselves [...]
