by Sam Klaidman | May 12, 2021 | Growth
Do You Have a Challenge Making Important Decisions? Several friends and business associates recently told me, “Sales of my new product or service are not meeting my forecast, and I am nervous.” I quickly discovered they a failure to talk with customers and...
by Sam Klaidman | Apr 20, 2021 | Customer Loyalty
Many businesses feel their brand is under attack because they changed the experiences they deliver because of COVID-19. The pandemic still has the world in its grip, but it becomes looser as vaccinations become more widespread. We see signs of increased hiring and...
by Sam Klaidman | Apr 8, 2021 | Growth
Let’s start with a simple customer-oriented question. Which is worse, a big failure or a microfailure? What’s the Difference Between a Big Failure and a Microfailure? This question demands a subjective answer. You should not try to quantify the impact of the failure...
by Sam Klaidman | Mar 22, 2021 | Customer Loyalty
In 1988, Michael R. Mantell wrote the book “Don’t Sweat the Small Stuff…and it’s all Small Stuff.” Now we know that Mantell was wrong about Field Service. That is because failure to set achievable expectations will have major negative business outcomes. Here is the...
by Sam Klaidman | Mar 17, 2021 | Growth
Where Does Service Revenue Come From? Won/lost reports are critical for you to grow your service revenue. Service revenue depends on two sales groups: Sales to sell installation, training, spare parts, professional services, and an initial contract as part of the...
by Sam Klaidman | Feb 19, 2021 | Growth
Introduction to Decision-Making According to Clayton Christenson, the late Harvard University Professor and strategy expert, “To find the biggest opportunities in the world, seek out the world’s biggest problems.” This is terrific advice if your goal...
by Sam Klaidman | Feb 12, 2021 | Growth
For many industrial OEMs, spare parts sales are the largest contributor to their service revenue. Even if they offer a broad spectrum of service products, their spare parts are still critical to the value they deliver to their customers. That is why is about how to...
by Sam Klaidman | Jan 26, 2021 | Growth
Five global trends are driving the future of field service: Climate change New business models Circular economy Touchless service Aging workforce Field Service News published the article on January 26, 2021. Click here to access the article. To put these trends into...
by Sam Klaidman | Jan 14, 2021 | Growth
The world has undoubtedly changed since COVID-19 struck. One thing it did was speed up changes that had been on our radar screen. Now it seems likely that these five trends (in alphabetical order, not necessarily in order of importance) will guide the future of...
by Sam Klaidman | Dec 11, 2020 | Growth
Does your in-house production equipment or the equipment you manufacture and sell include any of these rotating components: Motors Gearboxes Pumps Fans Bearings Compressors? Amazon recently announced a new product + software + AWS (Amazon Web Services) infrastructure...
