The Obstacles of Selling Services: If I’m supposed to know everything, then how come I don’t know how to sell?

Tom McMakin and I met last week with our publisher and nailed down a title for the book:  Selling Consulting and Professional Services: Understanding and Influencing The Client's Buying Journey.  Our book is divided into 4 parts.  The first part lays out the 'problem' or obstacles we face in selling consulting and professional services.  In [...]

The Obstacles of Selling Services: If I’m supposed to know everything, then how come I don’t know how to sell? 2017-05-15T17:27:32+00:00

The Client’s Journey: Our book’s outline takes shape

As many of you know, Tom McMakin and I are writing a book that will be published by John Wiley & Sons in 2018.  The working title of the book is Getting Started in Business Development: How to Build Relationships and Sell Professional Services, Consulting and Expertise.  The title of the book will change; in fact, we're [...]

The Client’s Journey: Our book’s outline takes shape 2017-05-15T16:51:45+00:00

Announcement: Book Contract

Dear friends, students, clients and colleagues: I'm very excited to announce that Tom McMakin (CEO of Profitable Ideas Exchange) and I have signed a book contract with John Wiley & Sons.  Our book's working title is Getting Started in Business Development: How to Build Relationships and Sell Professional Services, Consulting and Expertise. Writing a business [...]

Announcement: Book Contract 2017-05-09T20:48:33+00:00

QOTD: April 21, 2017

"New business will be won only to the extent that the customer believes that you are interested, that you care, and are trying to help." - David Maister, author/speaker/consultant, True Professionalism

QOTD: April 21, 2017 2017-04-21T14:50:08+00:00

QOTD – April 5, 2017

"There is one thing stronger than all the armies in the world, and that is an idea whose time has come." - Victor Hugo, 1802-1885, French poet, playwright and novelist.  Author, Les Misérables.

QOTD – April 5, 2017 2017-04-05T17:10:21+00:00

QOTD: March 22, 2017

"It isn't the burdens of today that drive men mad. It is the regrets of yesterday and the fear of tomorrow.  Regret and fear are the twin thieves who rob us of today." - Robert Hastings, from his poem, The Station

QOTD: March 22, 2017 2017-03-22T13:39:01+00:00

QOTD: March 7, 2017

"The solutions are all simple....after you've already arrived at them.  But they're simple only when you already know what they are." - Robert M. Pirsig, author, Zen and the Art of Motorcycle Maintenance

QOTD: March 7, 2017 2017-03-07T17:16:49+00:00

QOTD: February 23, 2017

"What scientists call experiments, marketers call failures and mistakes. It's important to have a culture that doesn't punish you if you make a mistake. It's part of the innovation process." - Mauro Porcini, Chief Design Officer, PepsiCo

QOTD: February 23, 2017 2017-02-23T23:18:38+00:00

QOTD: February 7, 2017

"If everything is important, then nothing is." - Patrick Lencioni, management writer, speaker, consultant

QOTD: February 7, 2017 2017-02-07T17:22:38+00:00

QOTD: Jan. 11, 2017

"Startups don't fail because they lack a product; they fail because they lack customers and a proven financial model." - Steve Blank, author, teacher, entrepreneur Author of The Startup Owner's Manual and The Four Steps To The Epiphany (which anyone thinking of starting a business must read).

QOTD: Jan. 11, 2017 2017-01-11T19:15:58+00:00