Remember the kid who sat in the front row in fifth grade? His hand was always up, often, before the teacher even finished asking the question. “Ooh! Ooh! I know the answer! Pick me!” Or, he did extra-credit work, not because he needed to make up for a bad grade, but because he wanted an A+. You remember because you either were that kid, or you secretly envied him, because he always seemed to excel.

There are parallels to the grown-up world of building service contracting. Sure, saying “Ooh! Ooh!”while making a bid proposal isn’t going to impress your customer very much. But contractors who know the solution to their clients’ tough problems, and who have the foresight to offer answers even if the question hasn’t been asked yet, will be in a much better position to land and keep those prize accounts than their less informed counterparts. Assistant editor Dan Weltin explores that dynamic in his cover story, “Building Service Consulting”.

The choice is yours — which do you want to be? The BSC who knows all of the answers (or where to go for the answers), or the one sitting by while others prosper?

Stacie H. Whitacre, Editor




POSTED ON: 11/1/2004