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 [...]
Rebuilding Trust in the Built Environment
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. [...]
Tyrannosaurus Procurement
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) [...]
Blindsided by a Mental Model
This is isn’t about a deranged runway exhibitionist. It’s about suppliers’ frustrations with customers’ behavior in service relationships. Does the following scenario [...]
The Value Picture: Surveying Both Sides
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 [...]
Where You Stand
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 [...]
Can’t Save Your Way to Success
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 [...]
This Outsourced Service – But Not That One
Sack of potatoes <–compared to–> Boeing 787 outsourced components Commodity <–compared to–> Respected high-priced solution Basic service <–compared [...]
