January Issue 2001

 


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| January 2001
Here’s something lots of good salespeople know: In order to be truly persuasive, you’ve got to put the benefits out front, and forcefully show your prospects what your proposa

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| January 2001
There’s a thin line between overhead and direct costs in project estimating. Further implications exist in those direct costs that relate directly to project coordination.

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| January 2001
Suggesting that contractors look beyond traditional project work to more long-term maintenance opportunities will come as a culture shock to some.

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| January 2001
One of my favorite scenes from the “Wizard of Oz” is when Dorothy stops at the traveling magician’s (soon-to-be Wizard’s) trailer.

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| January 2001
Service contracting can be very profitable, providing electrical contractors with a steady income that may balance the cyclical nature of new construction.

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