Tag Archives: Consulting

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 →

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 →

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, the exasperated doctor asked the lawyer, “What do you do to stop people from asking you for legal advice when you’re out Continue Reading →