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Cliché alert: “The world has changed,” “The only constant is change,” and “Can’t live in the past.” Now that’s out of the way, let’s just say it: There is no magic wand to return office work to [...]

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 [...]

Incumbent contractors in the B2B service world know winning the work is just the beginning: It’s the initial, necessary milestone in the lifetime of the contract and customer relationship. [...]

A major pursuit in B2B sales is the process of hunting a whale of a contract. Hunting those large dollar, multi-year, behemoths is dictated by a calendar. And that calendar is further divided up [...]

Large accounts, national accounts, elephants, whales. These are big business opportunities (we’re not talking about real animals, right?). Whales are sought after in new sales and as [...]

Why would it be a surprise to a current service supplier that their contract is at risk? Forget the fact that the supplier is fully complying with all contract requirements. Never mind that the [...]