What IT Is Dealing With – At SecureWorld 2016

Do You Know What CIOs Are Struggling With Right Now? IT Doesn’t… What would it be worth if you knew something really important, that your IT clients don’t know? It might lead to that coveted Trusted Advisor status – if you presented it right. I opened Thursday’s session at SecureWorld Charlotte with  “The One Big […]

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10 of My Favorite Ways to Increase Fees

Here are some ways to increase fees without penalizing your clients. Measure risk – Impact and likelihood, of a disaster, jointly place a value on it and set your fee accordingly. Look for problem areas that consistently show up across the companies you do business in.  Come up with solutions and use this material to […]

Who are the Decision Makers?

I call decision makers, Asset Owners.  They make decisions because they manage assets, and as asset managers or owners, they are liable.  Some distinctions from yesterday’s post may help guide our thinking on the next sales opportunity: 1. Asset owners are building a business, IT is building an empire.  Ask the IT person if they […]

What IT Wants

What does IT want?  A vacation…  Here are ten other possible answers: 1. Higher pay 2. A better chair 3. A new laptop – probably a MacBook Pro 4. Add to it a new Ipad for personal use 5. Education – on technology, to improve the resume 6. Recognition 7. A promotion 8. Better stuff […]