by Sam Klaidman | Nov 29, 2018 | Growth
When aiming to grow a field service business, there are only four paths to follow: More current products to current customers New existing to current customers Current products to new customers New products to new customers For B2B component- and assembly-level...
by Sam Klaidman | Nov 26, 2018 | Customer Value Creation
Thinking about making it easy to do business with you As service executives, we rarely consider making it easy to do business with us. Instead, we spend lots of time thinking about what we can do to grow our business. We think about improving customer satisfaction,...
by Sam Klaidman | Nov 2, 2018 | Growth
On October 30, 2018, Reuters published an article titled “General Electric reveals deeper regulatory probe, restructuring.” In the section titled INVESTIGATION DEEPENS, the article reported: GE has said it learned of regulatory scrutiny last November,...
by Sam Klaidman | Oct 29, 2018 | Growth
Introduction A corporate executive must understand why customers buy products and related services. Most capital equipment manufacturers have learned that equipment margin contributions are crucial, but aftermarket services margin contributions are at least twice as...
by Sam Klaidman | Oct 8, 2018 | Growth
New standards limit the “smoothing” of revenue and income in long-term service contracts By Sam Klaidman and Ron Giuntini. This post originally appeared on Si2 Service in Industry Hub INTRODUCTION For many years, revenue recognition financial accounting...
