Bob Shortsight and Ted Longview were a couple of service contractors. After they attended one of Frank Blau's "Business of Contracting" seminars, their heads were swimming with information. The key concept they learned was that "the going rate" has very little to do with their selling price if they're going to survive in the business world. This revelation led both contractors to completely rethink their businesses.
Wasting no time, Bob and Ted began implementing their newfound insights almost overnight. Change seldom comes without consequences, and both contractors had their share. Each experienced the rebellion of a crew who didn't want to change and each had to give up a few customers who weren't willing to let them earn a profit.