How Navision Cracked the North American Market
A small Danish software company, PC&C, founded in 1984, originally developed Microsoft Dynamics NAV (now Business Central)....
When I Was Among Denmark’s Most Influential People
When you are in a job and consider taking on a new one, it's because something pulls and something pushes! That was also the case here....
The Difference Between Business Development and Sales
Business development, marketing and sales are business processes just like R&D, G&A, manufacturing and logistics....
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...
The ignorant customer and the unfortunate salesman?
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....
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....
If you never receive inbound inquiries then there is something terribly wrong
Being in a market where potential customers are looking for what we offer, but never reaching out to us is a sign that we are doing something terribly wrong. If we do not have an increasing stream of inbound inquiries for what we offer then we must take a serious look at...
Why you should charge for coffee with someone you don’t know
Do you accept all invitations for coffee? Maybe you should consider if this is best use of your time. Maybe there are other ways to help more people without having to invest so much time and drink so much coffee....
Management Consulting Essentials: The objectives
This is the 6th post in a series of post addressing the issue that too many independent management consultants are working too many hours for too little pay. It is my objective to inspire as many independent management consultants as possible to exercise their profession and approach their clients...
Management Consulting Essentials: The first meeting
I meet and talk with a lot of independent management consultants. 99% of them are extremely busy. They are so busy that they have little time to learn new approaches, keep up with the development in their area(s) and develop their business. Most of them even complain that they...