How to Win Large Contracts

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 [...]

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 [...]