Category: Business development

Reaching the 30,000 connections limit on LinkedIn – now what?

In this article, I answer these three questions: How did I reach 30,000 connections on LinkedIn, why does it make sense to have so many connections, and what will I do now?  I reached the 30,000 connections limit on LinkedIn in December 2019, which means that I cannot accept...

I Don’t Sell Anything

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....

What I learned from writing over 200 articles on LinkedIn

LinkedIn Publishing is a peripheral supplement to my content marketing activities. It is not the main stage. The marginal cost of reposting material is minimal, and the gain in terms of exposure, SEO recognition (LinkedIn articles are indexed by Google) and engagement justifies the effort. For the time being,...

How will you know if a certain sales approach will work or not?

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...

Is There a Recipe for Success?

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...

Slow down – it’s not your business

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....

Proposals Are the Last Thing You Do

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?...