Consulting is a great business. It’s fun, it’s profitable, and it helps people. Evidently, many people agree with me, because they set up small consulting companies. I’ve worked for a good many of them over the years, either as an… Read More ›
Growth and sales
Engaging people in growing the business, Business Development, the Sales Process, Sales Methodologies and frameworks.
Consultancy companies, phase transitions
Here’s a graph of what happens when you heat ice. At first it’s all fine. You heat it up, and the temperature rises, as shown on the graph, A to B. Then it goes through a phase change. You keep on… Read More ›
Sales as a change management process
Buying a new service is not “plug and play” When we are selling business to business, our default assumption is that the buying organisation will simply add our services to the portfolio of services they have, or they will oust… Read More ›
I am a technical person – so why do I have to do sales?
As it becomes harder to get new business, professional services companies need to engage all of their technical consultants in the sales process. Some technical people take readily to the idea. Others raise logical and considered objections. Here are some… Read More ›
Making Change Happen 