Blog

Why does rebidding a contract you already have come as a surprise? The time just slips up on you, and there it is, an RFP on your desk for one of your major accounts. Now you’re desperately [...]

If there’s one must-have, die-without sales training, it’s understanding Points of View (POV)…that are not one’s own. POV is the genesis of customers buying, contracting, [...]

A current trend is for greater involvement by Procurement in service contracts of all sizes. In the past Procurement had always run large bids. Now it seems they’re running many smaller [...]

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 [...]

An interesting insight came out of our interviews with Procurement professionals (Procurement Talks: An Interview with Microsoft and Expedia’s interview to be published next week). [...]

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 [...]

Wouldn’t it be great to ask world-class companies about outsourcing, contracting and buying? Lucky you. Today’s blog gives you the opportunity to do that. You can ask Microsoft, Yahoo [...]

Sack of potatoes <–compared to–> Boeing 787 outsourced components Commodity <–compared to–> Respected high-priced solution Basic service <–compared [...]