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 [...]

“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. [...]

I help information technology companies become global market leaders. None of my clients’ situations are the same.  There are similarities, but no two situations are identical. Therefore, [...]

Selling management consulting is a relationship business. Without bilateral, trusting relationships there will be no engagements. Thus, before we move to the details of a potential consulting [...]

I have written proposals for over 35 years. It started in 1977 when I graduated from university and landed a job working for the Danish government. I was very fortunate in getting a job where I [...]