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.  […]

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 […]