Picture Perfect

Suppose you are the CFO of a medium sized manufacturing firm and you have plans to meet with two agents from difference insurance agencies. The agent from agency A sits down and does a few things to establish rapport. Then he starts telling…

What To Do When The Prospect Just Wants You To Bid

Often times prospects put out a Request For Proposal and expect a response from all the "vendors" they send it to. When you receive one of these RFP's what should you do? Good question. Before we answer it let's take a look at what is happening. What…

Most Products and Services Are A Commodity

They really are. Before you jump me in an attempt to justify yourself how your business is different and somehow unique, hear me out. The emerging market forces of technology, competition, globalization, regulation and consolidation ensure…