Recently, I was at a happy hour with a colleague who’s in sales. He shared a dilemma he was facing a...
You’ve decided it’s time to bring on a dedicated salesperson. Early in the interview process, they a...
Most practices get started using referrals, which is a great way to build a foundation. However, as ...
In his seminal work Start with No, Jim Camp describes the four budgets you manage in any negotiation...
Delivery-focused firms are the vast majority of smaller firms, started by smart, talented profession...
There has been an unprecedented amount of M&A activity in the professional services realm. Much of i...
Many of our customers are reducing costs, and that’s putting a strain on the professional services f...
Been there, done that The Dotcom implosion and the 2008 financial collapse had a drastic effect on p...
The Dreaded Email It’s the email nobody wants to receive: “We’re under intense pressure to reduce co...
This is a disruptive time for professional services organizations. For many of them, business develo...