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	<title>Mark Richman &#187; marketing</title>
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	<description>Cloud Computing Technologist. Application Architect. Experienced Consultant.</description>
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		<title>Evangelizing Yourself</title>
		<link>http://www.markrichman.com/2010/01/11/evangelizing-yourself/</link>
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		<pubDate>Mon, 11 Jan 2010 17:53:13 +0000</pubDate>
		<dc:creator>Mark A. Richman</dc:creator>
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		<description><![CDATA[A phenomenally inspiring presentation by Whitney Hess from IA Summit 2009. This really hits home for me, as I&#8217;m also a self-promoting introvert. View more documents from Whitney Hess.]]></description>
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		<title>101 Questions for Any Sales Situation</title>
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		<pubDate>Sat, 05 Dec 2009 01:18:57 +0000</pubDate>
		<dc:creator>Mark A. Richman</dc:creator>
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		<description><![CDATA[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 [...]]]></description>
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		<title>Determining Value-Based Fees for Software Projects</title>
		<link>http://www.markrichman.com/2009/08/04/determining-value-based-fees-for-software-projects/</link>
		<comments>http://www.markrichman.com/2009/08/04/determining-value-based-fees-for-software-projects/#comments</comments>
		<pubDate>Tue, 04 Aug 2009 18:47:16 +0000</pubDate>
		<dc:creator>Mark A. Richman</dc:creator>
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		<description><![CDATA[A couple of days ago David Winch noticed me talking on Twitter about &#8220;Determining Value-Based Fees for Software Projects&#8221; Specifically I said: &#8220;While I generally agree that Value-Based Fees (a la Alan Weiss) are the best way to charge and get what you&#8217;re worth as a consultant, I don&#8217;t know how well this approach translates [...]]]></description>
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