Biography
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Some (of many) Ways to Make Money
If all or parts of your company still have a time-and-materials business model, congratulations for having survived the last three years. But don’t rest on…
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How Much Pipeline Activity Does It Take to Close a Deal?
In my last column, I offered up a series of questions for your executive in charge of operations and/or business development. His ability to readily…
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Is Your Revenue Pipeline Management Systematic or Black Magic?
I find that technology services companies are very systematic about tracking active prospect and proposal activity and using that as a basis to project revenues.…
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How to Make Your Opportunity Pipeline More Predictable
During soft-market years, many technology services companies have difficulty accurately forecasting revenues and keeping the opportunity pipeline full enough to deliver the revenues they need.…
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Remarkable Impact on Your Customers Leads to Remarkable Margins
The other night I was looking for some relaxing reading, so I picked up a book that had been a gift. Lo and behold, my…
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Does Your Business Model Make Sense?
While I toiled away in my twenties for a large, prestigious consulting firm, one of my friends had a carpentry and renovation business. Ironically, our…
