Preparing for a keynote presentation to an audience of telecommunications vendors and their channel partners on the anatomy of the software industry, I took an inventory of all the software [...]

The proposal is the very last stage of the sales process. It is the confirmation of what we have already agreed during our discussions with the client. If you make the proposal too early in the [...]

No matter how long you’ve been at your job, you can probably attest to some moments of inefficiency, creative blocks, and an overall lack of productivity. Your boss may stand by the belief that [...]

The proposal is the very last stage of the management consulting sales process. It is the confirmation of what we have already agreed during our discussions with the client. If you make the [...]

  Most companies accept that some customers are not happy. The vast majority of companies leave it to their customers to get the most out of their products and services. The independent [...]

In this series of posts I am sharing why at the beginning of my consulting career I lost too many proposals and what I have done to fix it. Links to previous posts in the series are listed at the [...]

Demonstrating the power of social media, I found Dan Lyons‘ book Disrupted – My Misadventure in the Start-Up Bubble in a post by one of my connections on LinkedIn. It was the name [...]

“Starting with the end in mind” is an excellent approach, but when we engage in client projects we often forget to apply this principle. Maybe it is the client that has her focus on [...]

“The price is what you pay and the value is what you get” applies to anything you sell. Splitting these two is the most fundamental task of anyone responsible for revenue [...]

  The saying that we can only manage what we can measure is not quite true. There are many areas that we have to manage where we cannot easily measure; at least not in a quantitive way. [...]