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B2B services are     i     n     t     a     n     g     i     b     l     e. That’s their nature. You rarely (if ever) see, taste, feel, hear, or smell a service before it’s bought. [...]

After the new supplier honeymoon is over, B2B customers settle in for the long-term, day-to-day business of getting on. That’s when customers don’t want to hear their supplier is [...]

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 [...]

In B2B sales presentations,  sales teams turn themselves inside out trying to impress customers. The Oscar for winning those performances is to reach the next and last step of the buying process; [...]

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 [...]

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” [...]

OK, we’re talking about facility service contracts here, not cereal. So, the evil strategy is an intentionally low ball price, one that’s outrageously below market pricing, sometimes [...]

Try this brief exercise. Think about the most important lessons you’ve learned in life, the truly important ones. –> Now pick the most important one. Your most valuable lesson [...]

You know you’re under the front wheels of the contract cancellation bus when customers place you, their service supplier, in a poor light so they can come out smelling like roses. That kind [...]