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One Step Ahead Of The Customer

  • Posted on June 24, 2014June 14, 2017
  • by Alan Berkson

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…

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  • Business Strategy

Is It What You Have Done Or What You Can Do?

  • Posted on April 12, 2011November 1, 2011
  • by Alan Berkson

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…

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  • Business Strategy

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

  • Posted on February 3, 2011March 29, 2012
  • by Alan Berkson

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?

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  • Business Strategy

Beware Of Scope Creep

  • Posted on January 4, 2011April 20, 2012
  • by Alan Berkson

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…

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  • Business Strategy

Giving Too Much Away?

  • Posted on December 9, 2010October 26, 2012
  • by Alan Berkson

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…

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