Curtis McLemore breaks down classifications for potential contract opportunities, identifying would-be clients as “prospects” or “suspects.” Prospects, according to McLemore, are well-qualified buyers who are likely to award a contract. Suspects, on the other hand, are unlikely to offer paid business. If BSCs fall into a trap of consistently pitching to suspects instead of identifying strong prospects, they could be wasting important time, money and energy that would be better devoted to growing their business.

It’s no surprise that M&A activity in the lower middle market hit a multi-year low in the first half of 2020 due to the health crisis and its significant impact on the economy. But a closer look at the data and overall market sentiment shows that while M&A activity was down across the board, valuations were not. For many, deal value has remained intact and, overall, deal activity began to rebound in Q2.

BSCAI sat down with John Leiferman, CEO of TEAM Software, to discuss his leadership style, why associations matter and how communication is everything.

Hiring workers during COVID-19 isn't easy. However, experts say recruiting during the pandemic isn't impossible. Learn how building service contractors can work through the kinks and find people to work,