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.
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.
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.
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.
All companies have all kinds of issues all the time. The perfectly running company doesn’t exist.
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 Partner Marketing portal. Using a channel of…
In the video, I discuss the process for channel partner recruitment from early stage to late stage.
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 be a better method than cold…
One of the biggest time savings I have achieved comes from the decision to set up an office at home. Besides a saving of $10,000 in annual rent, I save 45 minutes every day on the commute. This corresponds to 50 effective working days per year.
In the video, I discuss the channel partner program and the design principles we should apply for building successful partner programs.