How to Win Large Contracts

In the world of B2B service contracts, sales are often lost by the time RFPs are out to suppliers. This doesn’t happen because customers make backroom, illicit deals with an unscrupulous [...]

Your attention span is shorter than a goldfish’s, that’d be about eight seconds compared to Goldie’s nine. And Satya Nadella, Microsoft CEO, said “Time in an attention [...]

It’s a constant selling refrain that to succeed in sales, reps must connect as high up in customers’ organizations as possible, ideally at the c-suite level. And that’s not easy [...]

OK, facility service suppliers are not animals, nor are their customers. Just wanted to get that out of the way first. With that said, when facility service suppliers grow in size they eventually [...]

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 [...]