Giving Too Much Away?
A doctor and a lawyer were talking at a party. Their conversation was constantly interrupted by people describing their ailments and asking the doctor for free medical advice. After an hour of this,...
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Beware Of Scope Creep
All entities have a purpose—a reason to exist. To better understand and manage “things” we define them and classify them. It could be a job description, a contract or even a country. I remember as a...
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Social Media has leveled the playing field. What’s your game plan?
As with any sales process, a large factor in an organization’s ability to promote and sell services is their ability to project their expertise and competence. There’s a sense that the Internet and...
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Is It What You Have Done Or What You Can Do?
One of the biggest challenges in selling professional services is dealing with buyers’ preconceptions of who is best qualified to help them. It seems most buyers want to find something more than...
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One Step Ahead Of The Customer
I often talk about my philosophy on blogging, that a blog post is a conversation. This one comes from a conversation with tech author and journalist Howard M. Cohen of HMC Write Now. We were...
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