“One cold, rainy Monday morning, I got a call out of the blue,” recalls Pete Docherty, head of Docherty Incentives in Minneapolis. “The man introduced himself as Fred Bigony, co-owner of Harvey Industries, a building-supply business in Waltham, Mass.” In his usual style, Bigony didn't beat around the bush. “I might be looking for a new incentive provider,” he told Docherty. “You've been highly recommended by one of your clients, who happens to be my supplier. But I have to move on this ...

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