Account Retention

After the new supplier honeymoon is over, B2B customers settle in for the long-term, day-to-day business of getting on. That’s when customers don’t want to hear their supplier is [...]

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 [...]

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 [...]

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 [...]

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 [...]