Have you ever delivered a proposal (not a bid) where you “just knew” you were going to get the account? Your presentation went excellent, all the buying signs from the prospect were there, and you left confident you would be selected to perform the service. But then they proceed to explain that you came in second to another company.

Webster’s dictionary defines consultant as "a person that provides professional and/or expert advice." Therefore, if you use the services of a lawyer or a CPA, you are already using consultants. Each, of course, provide cost-effective service that the individual entrepreneur growing a small company is not likely to be able to provide internally. 

Uh oh! It’s that time again! Time to dust off the coat and tie and arrange a visit with a client for the daunting task of requesting a price increase. My father, Don McLemore, a BSCAI past president, used to say that obtaining price increases from customers is like “pulling hen’s teeth.”

Flood, fires, earthquakes, tornadoes and hurricanes can strike at any time, often with little warning.

As competition ever increases and precious clients become harder to hold onto over the long term, service companies continue to search for creative ways to build value to their clients and prospects. However, many companies have taken that concept a step or two too far by actually diluting the core services they offer--often  at the risk of jeopardizing current business. 

After 45-plus years in the building service contracting business, one of the questions I get asked most is, “How can I secure the good customers?”