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…
Tag: Consulting
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…
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…
