As a consultant, I’ve seen an unintentional decision playing out among large service contractors (those with dedicated sales resources) and smaller firms as well. Most of these firms are committed to improving sales, but they’re focused almost exclusively on improving efficiency, not effectiveness.
Sales effectiveness and efficiency can sound like vague generalities, but deciding which to improve first greatly affects the size of results and when they’ll be seen. (more…)
March 19th, 2010
I’m recovering from the flu and as you can tell by this post’s title my crankiness hasn’t left. So here are a few gripes about business dealings as seen from the customer’s POV (point of view), that’d be mine.
And if there are business lessons here, they’re about how we should be mindful of what we say, or do to our customers. Or we’ll get a message from them saying “What’s Wrong With You?” (which I’m fully expecting after this post). Here’s what we’ll look at:
- Framing the Conversation with a Sledgehammer
- A Bill by any other name, would still smell…
- The Pit of Despair: Phone Message Options
March 10th, 2010
An article in today’s New York Times describes a possible change in the way federal contracts are awarded, and it specifically calls out facility service contracts.
Plan to Seek Use of U.S. Contracts as a Wage Lever
The Obama administration is planning to use the government’s enormous buying power to prod private companies to improve wages and benefits for millions of workers, according to White House officials and several interest groups briefed on the plan.
By altering how it awards $500 billion in contracts each year, the government would disqualify more companies with labor, environmental or other violations and give an edge to companies that offer better levels of pay, health coverage, pensions and other benefits, the officials said. (more…)
February 26th, 2010
Is the only benefit of sales personnel their ability to secure a signed contract?
Consider this; you’re the one responsible for bringing on new business, you’re boss oversees your sales efforts as well as all other business performance.
As a result, your boss looks at the bottom line performance of sales, which means what’s been sold this month. (more…)
February 18th, 2010
I asked a contractor-friend of mine what his biggest pain in contract sales was.
His answer was “not getting the opportunity to make a presentation after submitting a proposal in response to an RFP.” After all, he’d spend 20+ hours preparing a proposal and then not get the chance to present.
Wasn’t there an implied reciprocity with customers that he’d at least get the chance to present it in person? He felt he should be showcasing his firm’s differentiation, he had the better service and knew he was cost competitive. (more…)
February 9th, 2010
Here’s a customer-contractor situation that, although it doesn’t happen too frequently, is extremely dicey when it does.
Your customer wants a non-contract service from you, but the project isn’t in their budget.
To pay for your project they need an amount from you so they can find a place to allocate that unplanned spend. (more…)
February 1st, 2010
Frequent buyers are your existing customers, those already under a base contract for an on-going service.
Base contracts provide revenue, non-contract services (aka project work, TAGs, etc.) provide profits.
Customers under contract are as close to a captive audience as contractors will ever get. You have a relationship, you’re already in their A/P system, and you have credibility (hopefully). Why not sell more of the profitable work? (more…)
January 25th, 2010
The old game for selling throws lots against the wall and something sticks – numbers comparing thrown to stuck.
And it’s still true, something sticks, eventually. Even one becomes the justification to continue the old game.
It’s the cost/benefit ratio that’s changed. The benefit keeps getting smaller relative to the cost. (more…)
January 15th, 2010
Service contractors can should learn a great deal from web marketers.
Web marketers are data diligent and process aware.
They’re focused on “conversions” – points in their online process that are measurable, lead to a tangible next step, and eventual sale. (more…)
January 7th, 2010
I’d like to thank you for making 2009 a successful and productive year for Revenue IQ. As the weekly blog for facility service contractors, it’s the only sales posting (I know of) that’s not for beginners. You, dear reader, are interested in post graduate education in sales and marketing.
And with those flattering words, here are the best posts of this year. These are the “best” because: (more…)
December 22nd, 2009
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