Your Fired!

My first exposure to a strong value proposition came on the heels of being fired from a great position.  As Vice President of a technology solutions firm I thought I had it made until one day, a number of bad things came together all at one time; the bomb was dropped right on my corner […]

The Var and the Vendor

When I first entered the technology consulting business, my new manager referred to our firm as a VAR (value added reseller).  VAR!  He said it with pride as though it meant something special.  Coming from a large bank where we referred to our services providers as vendors and VARs, I knew this was no complement.  […]

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 […]

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. […]

2010 Key Sound Bites for Selling

They all say they’ve got it covered…no one does!  Here is a summary article from one of my contacts at DiData…great info, thanks Matt. http://www.msnbc.msn.com/id/37115813/ns/technology_and_science-security/#storyContinued Summary: “Our systems are probed thousands of times a day and scanned millions of times a day,” – speaking of government defense systems… “We are experiencing damaging penetrations — damaging […]

Are You PCI Aware?

This week the PCI council has posted updates to implementing PCI compliance.  As a solution provider you should be aware of the 12 areas for PCI DSS compliance and the council’s recommended approach.  As you review this remember that Heartland was compliant, yet vulnerable.  PCI compliance does not mean a company is secure.  In fact […]