August 9, 2018
rainmaking

Rainmaking for Professional Services, Chapter 2

Is Rainmaking an art form that some people have and others do not?  We all can be rainmakers if we can identify those activities that fit […]
July 16, 2018
Consultants must specialize their services

Value Proposition, Specialize, Chapter 2

As consultants and business owners, you know that trying to be everything to everyone is a losing value proposition for yourself and your client. By concentrating […]
July 2, 2018
supervisors

Role of Supervisors

Growing organizations eventually arrive at a crossroad where they require one or more supervisors. There are many triggers that motivate an organization to consider adding supervisors. […]
June 25, 2018
employee

Employee Engagement

Employees have an innate need to feel part of something bigger than themselves. If an employee understands how their specific responsibilities contribute to the overall mission […]
June 4, 2018
professional services

Selling Professional Services as a Product

When a potential client approaches a professional service provider for a new project there is typically a time-consuming discovery process, multiple meetings, a proposal, and often […]
May 5, 2018
Rainmaking

Rainmaking for Professional Services, Chapter 1

Many professionals believe they must operate out of their comfort zone in order to become a rainmaker, that generates new business. The truth is, the more […]
May 1, 2018
value

Value Proposition for Professional Services, Chapter 1

I am often reminded of the conversation between Alice and the Cheshire cat where he told her if you do not know where you want to […]
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