Evangelizing Yourself
A phenomenally inspiring presentation by Whitney Hess from IA Summit 2009. This really hits home for me, as I’m also a self-promoting introvert.
View more documents from Whitney Hess.
Archive for the ‘marketing’ Category
101 Questions for Any Sales Situation
By Alan Weiss
Copyright 2009. All rights reserved.
Source: http://www.contrarianconsulting.com/101-questions-for-any-sales-situation/
Reprinted with permission
I. Qualifying the Prospect
This is the process of determining whether the inquiry is appropriate for your business in terms of size, relevance, seriousness, and related factors. In other words, you don’t want to pursue a lead which can’t result in legitimate—and worthwhile—business.
Questions:
1. Why do you think [...]
Determining Value-Based Fees for Software Projects
A couple of days ago David Winch noticed me talking on Twitter about “Determining Value-Based Fees for Software Projects”
Specifically I said:
“While I generally agree that Value-Based Fees (a la Alan Weiss) are the best way to charge and get what you’re worth as a consultant, I don’t know how well this approach translates to the [...]
