How to Win Large Contracts

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 [...]

Business acumen is your keenness and quickness in understanding and dealing with a business situation. Here are 34 points of light that I wished I’d been taught when I first started my [...]

Landing a large service contract with a big company is the holy grail to service contractors that don’t have them. Big deals have their upsides and down. Unfortunately service contractors [...]

You’re the supplier of a large dollar service contract, successfully delivering for 3 or more years. Now it’s going out for rebid and, unfortunately as incumbent, you’re saddled [...]

You may already have it – that is if you’re a contract service supplier. From the first day you started service you’re a potential victim of incumbent-itis. As you work [...]

Sales people have strange beliefs. Not you. Some of them though. They must have, judging by their actions with customers. Here are a few interesting ones. What do you think?

As a consultant, I’ve seen an unintentional decision playing out among large  service contractors (those with dedicated sales resources) and smaller firms as well. Most of these firms are [...]

Is the only benefit of sales personnel their ability to secure a signed contract? Consider this; you’re the one responsible for bringing on new business, you’re boss oversees your [...]

Service contractors can should learn a great deal from web marketers. Web marketers are data diligent and process aware. They’re  focused on “conversions” – points in [...]