You will have to continue to test, measure and test because the markets move all the time and what worked well yesterday may not work well tomorrow. The other day I received this question from one of my readers: Do you think that sending old fashioned “snail mail” might...

When a customer implemented an ERP solution from Navision, only ten per cent went for licenses. Ninety per cent of the value was created by and remained with the dealers....

I make reflections on this subject because, while I wrote the book 5,460 Miles from Silicon Valley (The In-depth Case Study of What Became Microsoft’s First Billion Dollar Acquisition Outside the USA), it was repeatedly suggested that I should draw some general conclusions from the story, which other entrepreneurs could learn...

The story about PLATO is not only interesting, but it will also teach you a lesson or two. It explains the fate of great ideas that are not in sync with the times and how large, well-established companies can make bigger mistakes than they can afford....

All had been well until the early 1990s, when consultants McKinsey & Company recommended that the company embark on a “hunter” strategy of buying up poor-quality airlines around Europe, sorting them out with some high-quality Swiss management, and so step up into the big league of international airlines. In...

It is easy to jump to the conclusion that potential customers that don’t get it must be “ignorants.” However, blaming our failing sales strategy on the customers may prevent us from making the changes that could overcome the resistance. Look in the mirror. That’s where all the answers are....

As a management consultant you have to take responsibility for the outcome of the process you are engaged to help improve. You cannot assume responsibility for the final results. That responsibility resides with the client’s executives, but you have to guarantee the quality of your own contributions....

Selling management consulting is a relationship business. Without bilateral, trusting relationships there will be no engagements. Thus, before we move to the details of a potential consulting engagement, there are some rituals that must be completed....

I now realized the advantage I had in proposal writing. It was never about me. It was always about the customers. What does the customer need and how do we deliver that, mitigating the risk of failure? How can we summarize this in the briefest way possible?...

The book is a "must read" for all business development, marketing, sales and other revenue generation professionals in the information technology industry. ...