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. […]

creating the opportunity

Here’s a rare clip where I explain how security works – this message has been central to helping management level people understand why their IT people cannot be the only one’s looking at security – creating an opportunity for consultants like those in your firm.  Notice I don’t speak technical jargon in this presentation.  There […]