Mark Richman provides expert advice, strategy, and software solutions to businesses worldwide. His clients range from the Fortune 500 to small businesses to startups seeking dramatic results. Mark creates and improves business-critical web applications, increasing productivity and maximizing profits.
Situation A: Is Faster Service Worth More?
Your computer is not working properly. You have tried to understand the problem and find a solution that you can implement yourself. Yet, after trying, you are no closer to a solution, you find the situation aggravating, and you decide that there’s no point in continuing to attempt fixing [...]
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 [...]
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 [...]
Mark Richman has over 15 years experience in Information Technology. Mark has a BS in Computer Science and an MBA with a specialization in Technology Management
Mark has held senior technical and management positions at several global firms. He has started two consulting companies, Empire Software which specializes in Ruby on Rails application development, and Maximize Consulting Group which focuses on interim CIO and executive IT management.
Clients have included small startup firms and large Fortune 500 accounts.
Mark is also an accomplished author, having published for Wrox Press and XML Developer's Journal.
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Copyright © 2009 Mark Richman. All Rights Reserved.
This work is licensed under a Creative Commons Attribution-Noncommercial-No Derivative Works 3.0 Unported License.
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