The Pains Of Potential

Chris Checksfield, president of Net7 Solutions, a Millis, Mass.-based telecom solution provider that has been in business for two years, said that while there is pain in losing deals, there's also "an education in losing."
Many solution providers struggle to turn potential into profit. Timothy Wynn, director of sales at Comtel Communications, of Plainville, Mass., agreed, saying that he's noticed the same challenge throughout his 20 years in the business, but today it's hitting a fever pitch.

"Going back 20 years ago we were able to sell a product- whether it be PBX -- and stay with it with a long- term plan," Wynn said. "What we are finding out now is everything is changing, we are constantly learning about new stuff to sell so we are spreading ourselves thin. Now we have to turn [potential] into dollars."