strategic consultant to:  

 ~ serial CEOs & CTOs in software, Internet, technology & digital media
~ experienced consultants in all fields to maximize their practices

Tactics for successful selling

Mar 30, 2012

I heard Vince Thompson of Middleshift speak recently on a panel at Amplify.LA, where we are both mentors.  He offered some fine tactics for successful selling that I want to share here. He told us ~ Selling is done is steps:  get each small step completed, then move...

Pitching & selling: don’t rush your prospects to close

Feb 17, 2012

Whether you are leading a product business or expanding your consulting practice, you cannot rush your prospects to close the deal.  You must be persistent but not annoying.   You must be available but not “chasing.” Defining your strategies to respect this invisible...

Hunger, boredom, boundaries and pricing

Dec 12, 2010

A strange effect takes hold when you are underemployed: your idea of your value can weaken. This context can take hold if you are a consultant or an ex-employee. This context is more complex than just the erosion of your self-esteem. In fact, your self-esteem may be...

10 Steps to getting your first clients and customers (DIY style)

Sep 17, 2010

This is your first business, and you have a new service or product to offer. You have no customers or clients, and no foundation business from which to launch your new offering.  You are not funded and want to “do it yourself” at least in the early days. ...