Category Archives: Profserv

One Step Ahead Of The Customer

Knowledge_worker

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 discussing how, with the pace of innovation and evolution in the technology space, vendors and service providers sometimes find themselves in an interesting position — teaching and Continue Reading →

The Power of What If

What could you learn if you sat down with your toughest critics, your mind open and your mouth shut? Continue Reading →

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 someone who has done it before. They want to know that you: Understand their business, and; have solved this problem for someone just Continue Reading →

Social Media has leveled the playing field. What’s your game plan?

So we have a challenging dichotomy: there’s a fear in social media that we’re giving too much away, but content seems to be the currency. I wrote a blog a while back called The Age of Thought Leadership in which I discuss the concept of knowledge abundance vs, knowledge scarcity. Which side are you on? Does it matter? Continue Reading →

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 kid working with my father on a home improvement project. As I was about to attempt to hit a Continue Reading →