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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 [...]

Years ago, in a galaxy far, far away, B2B suppliers searched for unique competitive advantages. With one in hand, suppliers wowed buyers, bested competitors, and raced at warp speed beyond [...]

A Living Wage strategy isn’t for every supplier or for every situation. But a Living Wage may be the next competitive advantage to secure new business. That may sound scary for suppliers [...]

You know it’s time to sweat the small stuff when your sales team is walking into the in-person presentation for a large dollar contract. Better do the fine tuning beforehand because winging it in [...]

Timing is everything in pursuit of major service contracts. Sales reps (as bidders) typically wait for the RFP to be released to begin their proposal work. Typical Bidder’s Proposal Work to [...]

What do customers need from sales proposals? If sales teams had that answer, they’d be as happy as cats in new mown hay fields because win ratios would sky rocket, commissions would be paid [...]

B2B customers only buy what helps them achieve their: Business goals (corporate & departmental); Regulatory requirements; Social responsibilities; And/or personal ambitions. End of story. So [...]

“Lowest Price, Technically Acceptable (LPTA)” is a US government purchasing strategy that has leaked its way into where it doesn’t belong; buying complex services and/or [...]

If you ask 100 B2B sales reps how they feel about making presentations the vast majority will likely say they love giving them. Ask 100 customers how they feel about sitting through those [...]