Articles & White Papers

We have included this section as a place for you to find additional resources.  If you can’t find what you are looking for or if you have specific questions or comments, just let me know personally at click on the article you wish to access.


The Big Discussion: Service & Sales (Part 1)

The Big Discussion: Service & Sales (Part 2)

The Big Discussion: Service & Sales (Part 3)

The Big Discussion: Service & Sales (Part 4)

5 Questions for a Field Service Expert (podcast segment)

Biz Dev From the Field: Assessing Where You Stand

Treat Your Tech’s Biz Dev Efforts as a Service (Not a Sale)

Is a Commission Pay Plan for Your Techs Serviceable?

Teach Your Service Techs the Fine Art of Good Conversation – HVACR Business

6 Reasons Service Techs Fail At Growing Revenue

An Overview of Proactive Service – The art of conversations with the customer

Why Field Service Techs Could Be Your Best Biz Dev Champions

Losing Sleep Over Getting the Most out of Yours Sales Training Dollars?

How is Your Bedside Manner?

How Proactive Service® Can be a Differentiating Business Strategy

Instilling a Proactive Service® Culture Within the Service Team

Overcoming the 5 Hurdles to Engaging Techs in Business Development

Engaging technicians in business development can pay dividends