The Aha from Yesterday’s Strategy Session

I returned from DC last night, having spent the day with a solution provider in the software space.  One thing  that stands out and is worth repeating here is the discovery of a profit multiplier.  According to Jim Collins, every company should have an economic engine, and most resellers can put more on the bottom […]

Valid Times to Charge Less

Is there ever a time to charge less?  In fact there is… (Remember Crazy Eddie? – funny, but the wrong approach for your company.) 1. If a company’s terms put payment way out there, often a discount for upfront payment is warranted.  While speaker’s fees generally are prepaid, consulting fees are not.  Using a fixed […]