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?...
Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline
The book is a "must read" for all business development, marketing, sales and other revenue generation professionals in the information technology industry. ...
An Idea That Eventually Turned Out to Be Worth $1.45B
Improving something that already exists by making it easier to use, less expensive, faster to implement or adding some other convenience features is a viable way to start a business....
Curb Appeal – Why It Doesn’t Say Anything about the Interior
All companies have all kinds of issues all the time. The perfectly running company doesn't exist....
Key Considerations for the Direct vs. Indirect Go-to-Market Approach
In the video, I discuss the main difference between the direct and the indirect go-to-market approach and how you can make the indirect approach work in your favour. This is the second video in the Building Successful Partner Channels series of five videos that TBK Consult have made for the Microsoft Smart...
“Revenue Generation” as a Service
Let’s just face the brutal facts: Marketing and sales are not the core competencies of most information technology companies and that is the primary explanation that they may make it out of the startup stage, but they very rarely make it to the tipping point and beyond....
Developing and Maintaining a Channel Partner Program
In the video, I discuss the channel partner program and the design principles we should apply for building successful partner programs. This is the fourth video in the “Building Successful Partner Channels” series of five videos that TBK Consult have made for the Microsoft Smart Partner Marketing portal. Transcript: Using a channel of...
The Channel in Your Value Proposition
In the video, I discuss how can you design your value propositions to release the full potential your partner channel....
When to Choose an Indirect Channel and When to go Direct?
I the video I discuss the principles for when we can choose the indirect approach through independent channel partners and when are we better off going directly to the markets....