Storytelling Means Business
Everything’s a story in business. Customers understand complexity from a story. They rationalize their buying from a story, which means sellers sell stories. Sales reps pitch gel electrophoresis [...]
Everything’s a story in business. Customers understand complexity from a story. They rationalize their buying from a story, which means sellers sell stories. Sales reps pitch gel electrophoresis [...]
Building owners and managers are in an existential bind. They have trillions of dollars invested in the built environment, yet many occupants are concerned about returning indoors (55% of U.S. [...]
In the late Recessionary period Procurement is king when it comes to supplier selection for large contracts. In this evolutionary time, business owners (those who manage the selected supplier) [...]
This is isn’t about a deranged runway exhibitionist. It’s about suppliers’ frustrations with customers’ behavior in service relationships. Does the following scenario [...]
Our Facility Service Value survey went live on 4/1. This is an opportunity to better understand value in the minds of those who buy facility services, and compare that with those who provide [...]
Buyers want to succeed – sellers want the same. What’s in the way? Understanding each other. Sharing perspectives is a first step along the way to success. To that end I recently [...]
The expression, “can’t save your way to success”, can help service contractors better understand how they fit into their customers’ world. I first heard this saying [...]
Sack of potatoes <–compared to–> Boeing 787 outsourced components Commodity <–compared to–> Respected high-priced solution Basic service <–compared [...]