Blog
Insights on relationship intelligence, enterprise sales, and the dynamics behind the work.
relationshipsYour best relationship intelligence lives in someone's head
The most valuable thing your services business knows about its customers isn't in the CRM. It's in the head of whoever knows the most. Here's the cost.
April 28, 2026 bd strategy
The broken scorecard: why wins and losses aren't enough
Your BD team does 18 months of positioning before a deal closes. The current scorecard credits none of it. Here's what a leading-indicator scorecard looks like.
April 28, 2026 relationshipsWhen your champion moves: the pull-in
Your friendliest contact gives you good meetings. Your champion pulls you into deals at companies you never targeted. Most teams miss the move.
April 28, 2026 relationshipsWhen your relationships live in PowerPoint
Every services BD team models its key customer relationships in some manual form. PowerPoint, spreadsheets, whiteboards, memory. Here's why it persists, and the fix.
April 28, 2026