When the Entire IT Infrastructure is Taken Down – Hacked!

What Happens When the Entire IT Infrastructure is Taken Down? Days after IT said “they have it covered…” Well, the article didn’t say IT had it covered, but I bet if we talk to the sales people calling on Canada’s Research and  Technology Agency, they’re getting push back on security sales, budgets, and more important initiatives. […]

Will you Walk Away?

Will you walk?  I’ve been writing about fee setting, and no fee setting series would be complete without facing the reality of a failed negotiation.  If you’re not willing to walk away from the business, you have no business negotiating.  Once the client perceives your willingness to discount, they’ll require it as part of every […]

Why do Assessments?

Almost every reseller does assessments, and now, many manufacturers are not only doing them, but equipping their reseller community through partner program trainings, and portals, and the creation of assessment tools.  Why?  If you don’t understand the core reasons for doing an assessment, chances are you are wasting your time.   © 2010, David Stelzl

Pricing Your Proposal

Finalizing my notes this morning for today’s teleseminar on proposals – a side topic which I plan to cover (but won’t have time for great detail) is pricing… Join us today: 11:30 EDT (CLICK) So here are a few random rules on proposal prices: 1. Most resellers are pricing things too low – the thought […]