F.A.Q.s What inspired you to write this book? I had spent several years working with service companies and watched them struggle to get their technicians more involved in business development activities, with little success. It became apparent that there were some fundamental issues which were impeding success. Unless these issues are addressed, management will always be disappointed with their efforts, regardless of the amount of time and other resources used, or the positive intentions of management. I felt the book would be a good way to highlight those issues and to provide some specific strategies on how to deal with them.
What do you want others to gain from your book?
Ultimately, I would like readers to successfully engage in proactive business development. I personally think this is a win/win situation. The customer wins by working with companies and individuals who understand their needs and goals, and are genuinely looking for ways to help achieve them. The service company wins because this approach can generate significantly higher revenues at good margins without adding to overhead (additional sales resources). And because this approach can generate an exceptional customer experience, retention rates improve. The individual technician wins because they develop new skills that make them more valuable to their customers and to their employees.
