Being Nice and Losing Big

Here’s a great example showing just how much you lose when you discount services or consulting efforts. Let’s assume you quote a job, fixed price, but calculated by estimating your time.   Here are some considerations you use in your quotation process: 1. Engineering rate: $150/ Hour.  (example rate). 2. Company’s published burden rate: $75/ Hr. […]

Vendor to Adviser

If you missed my teleseminar last week on moving from Vendor to Adviser…Here are some examples of how I’ve turned mundane deals into profit-rich, consultative relationships: A firewall upgrade opportunity referred by a vendor/partner turned in large profit and product.  Rather than going in with quotes and features, I presented cybercrime trends to an executive […]