A connection just landed a buying seat
When someone you know starts as CIO, CTO or VP, you have a 90-day window. Send the congratulations note first. Save the pitch for the second.
4 min read
Blog
Signals Page 3
Posts on signals for services firms selling $50K to $500K engagements.
Reading SAM.gov as a services firm
How a services firm should read SAM.gov, which notices matter more than the RFP itself, and how to use award history to find work before it posts.
3 min readWhen a company commits to AI in public
A public AI commitment rarely comes with the team to deliver it safely. Here's how to read the announcement and write an opener that isn't another AI pitch.
4 min readPublic tenders beyond the RFP
By the time a public RFP posts, the requirements are often shaped. The notices that come before it are where services firms can still get in early.
3 min readA migration announcement is a funded program
An announced cloud move or mainframe exit is funded, dated and staffed with outside firms. Get in before the partner list closes, or find the gaps.
4 min readFunding rounds and the 90 days after
A funding round opens a short window for services firms. What happens inside a company in the 90 days after the money lands, and when to reach out.
3 min readA missed launch is a capacity problem first
A public launch delay or outage looks like a technology problem. Usually it's a capacity and delivery problem first, and that's work you can help with.
4 min readInfluencer engagement is the weakest signal
A buyer liking an industry voice's post tells you little alone. Why influencer engagement ranks last and when it earns a place in your research.
3 min readWhen the whole industry moves at once
Tariffs, mandates and shortages hit every company in a sector at once. Alone they're weak. Stacked with an account's own signals, they're strong.
4 min readWhen a buyer posts about a failed project
A leader who writes about a failed project is telling you the problem is still open. How to read that post and what to send, without pouncing.
3 min readMargin pressure is a buying signal
When margins get squeezed, someone inside is told to fix it and buys outside help. Here's how to spot margin pressure in public filings and act on it.
4 min readReading what a buyer writes about
A buyer's own posts tell you what they're measured on and what worries them. How to read them for a hypothesis without crossing the line.
3 min readSpeaking slots tell you what a leader is selling inside
When a buyer takes the stage at a conference, the talk is a pitch for their internal agenda. How to read a speaking slot and write to it.
3 min readEvent attendance as a buying signal
When a buyer says they're going to an event, they've told you what they're learning about. How to read event attendance and what to send.
3 min readThe risk factor that wasn't there last year
A new risk factor in a 10-K is leadership admitting a problem in writing. Compare it to last year's filing and you'll know where the budget is going.
4 min readWho follows your competitor's page and why it matters
When several people from one account follow a competitor's page in the same weeks, a vendor search may be starting. Here's how to read it.
3 min readWhen a buyer comments on your post
A comment or reaction from someone at a target account is attention, not intent. Here's how a services firm follows up without pouncing.
3 min readCompetitor engagement without creeping people out
When a buyer engages with a competitor, it's a real signal. Here's how to use it without telling them you watched them like a hawk.
3 min read