Do you Create Business or Just Fulfill It?

Do you create business or just fulfill it?  Look at your pipeline…where do your deals mostly come from?  Referrals?  Referrals are good, however, there just aren’t enough of them.  When the economy is weak, companies cut back on expansion, decision making moves higher up the ladder, and sales cycles lengthen.  Only those who are able […]

Will you Walk Away?

Will you walk?  I’ve been writing about fee setting, and no fee setting series would be complete without facing the reality of a failed negotiation.  If you’re not willing to walk away from the business, you have no business negotiating.  Once the client perceives your willingness to discount, they’ll require it as part of every […]