Who’s Spending Money On Technology?

Expect Your IT Infrastructure Business To Shrink in the Second Half Steve Norton, columnist for The Wall Street Journal, reported new shrinking IT spending numbers in this morning’s CIO Journal Report. This is the third adjustment this year according to my notes. Earlier in the year Gartner was calling for a 1.3% decline, then in […]

Moore’s Model Revisited

In 1995 Geoffrey Moore brought us ground-breaking information in his book entitled, Inside the Tornado.  This book was required reading for many technology manufacturers, including HP, a strategic partner of my employer at the time.  Using a standard marketing normal distribution curve, Moore showed us how market adoption changes when you start talking about technology.  […]

Stop Dreaming About Yesterday

I’ve met too many sales people over the past decade who are stuck dreaming about the 90’s.  They had large accounts, perhaps covered one large global client.  They made big money, have impressive contacts, traveled the world, and won awards.  Innovation was high, new technologies drove early adopter buyers to research and seek out differentiating […]

Things that Command Higher Fees

What allows a company or individual to command higher fees?  I’ve written various posts over the past few weeks on fees, and yesterday, I commented on setting higher fixed fees vs. totaling your projected hours and presenting a fixed amount (this generally leads to underestimating and a decrease in project GP).  But what allows a […]