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	<title>Mark Richman &#187; sales</title>
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		<title>Questioning the Billable Hour part 3: Seven Industries</title>
		<link>http://www.markrichman.com/2009/12/06/questioning-the-billable-hour-part-3-seven-industries/</link>
		<comments>http://www.markrichman.com/2009/12/06/questioning-the-billable-hour-part-3-seven-industries/#comments</comments>
		<pubDate>Mon, 07 Dec 2009 00:42:11 +0000</pubDate>
		<dc:creator>Mark A. Richman</dc:creator>
				<category><![CDATA[consulting]]></category>
		<category><![CDATA[sales]]></category>
		<category><![CDATA[value-based-fees]]></category>

		<guid isPermaLink="false">http://www.markrichman.com/?p=160</guid>
		<description><![CDATA[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 [...]]]></description>
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		<title>101 Questions for Any Sales Situation</title>
		<link>http://www.markrichman.com/2009/12/04/101-questions-for-any-sales-situation/</link>
		<comments>http://www.markrichman.com/2009/12/04/101-questions-for-any-sales-situation/#comments</comments>
		<pubDate>Sat, 05 Dec 2009 01:18:57 +0000</pubDate>
		<dc:creator>Mark A. Richman</dc:creator>
				<category><![CDATA[consulting]]></category>
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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 worthwhile—business.
Questions:
1. Why do you think [...]]]></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 to the [...]]]></description>
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