More Low Margin Product Deals

It seems like most sales opportunities start out as product sales.  We’ve become dependent on lead sharing, referrals, and opportunities already in process.  It is extremely difficult to move from this type of selling to that of creating business opportunities from nothing, however, the latter deals lead to more high-end business, architectural sales, assessments, and […]

Doing the Calculus

How do you  compute a fixed cost that is sure to be profitable?  I should start by admitting that everyone takes a loss at some point, but this is true for all types of pricing models, even straight time & materials.   However, the norm should be higher profit margins, not loss.  So how do you […]