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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 [...]

Today’s pandemic awareness is a good time to recognize what “cleaning” can be. And a good model to look at is the triple bottom line of People-Planet-Profit. While People-Planet-Profit has been [...]

There’s a trend among service suppliers to tout three, four, or even more component brands (aka ingredient brands) in their sales and marketing. These declarations show up in social media posts, [...]

Tomorrow is officially back on the calendar. Businesses will dig out from sheltering in place. They’ll be coming from a feast of selling emergency services to essential businesses in the [...]

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 [...]

More than 70% of you who took last week’s survey felt that “Winning bids is tougher this year than last”. This despite the Great Recession  having technically ended in 2009. Yet [...]

Persuasion in sales proposals can seem like a myth. It sounds real but few know how to create a persuasive proposal. So let’s take a look at persuasion in sales proposals, specifically how [...]

Every supplier I’ve spoken with wants to be a “partner” with their customers. It’s right up there with other cliches, such as “our service is second to none” [...]