Selling

When B2B contractors respond to RFPs they often have to place their pricing into customers’ pricing models, e.g., spreadsheets or online forms with built-in formulas. Sounds easy; just [...]

Welcome to the RFP stack. It’s the pile of customer requests for proposals that B2B contractors cue up by date to complete and submit by the RFP deadlines. And it can be daunting. For B2B [...]

For more than 400 years the often quoted “What’s in a name? That which we call a rose, by any other name would smell as sweet” implies that the name of a thing does not affect [...]

The road to reopening workplaces this year is rough. Building owners and managers certainly have their work cut out for them. So too their service contractors. The odds against a smooth and rapid [...]

We may be midway through this pandemic but it will get worse before it gets better as infections surge in flu season; like one train wreck crashing on top of another. Mark Twain said, [...]

Building owners and managers are in an existential bind. They have trillions of dollars invested in the built environment, yet many occupants are concerned about returning indoors (55% of U.S. [...]

I hope the re-open momentum doesn’t overwhelm good sense and science. It’s understandable to want to get back to work, worship, and events (and I really miss good restaurants). On [...]

Tomorrow is officially back on the calendar. Businesses will dig out from sheltering in place. They’ll be coming from a feast of selling emergency services to essential businesses in the [...]

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 [...]