• We have all experienced that client prospect who we know we can help, but whose business is filled with many demanding challenges. You can't get them to focus on the services or products you provide and that you know they really need. ¬†Or, you're [...]

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    It seems like throughout my entire career the subject of a price increases has always been a hot topic. Hot? Sometimes it's nuclear. When, how much, and then why? Positioning your rationale is the real key here, and the most difficult aspect to [...]

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    Recasting the business plan doesn't mean failure, it means that you're smart enough to examine the factors that changed the plan and react to them. It's like a basketball game when your man doesn't take the jump shot at the foul line you expected [...]

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    When I first heard the term "Zombie Start-up" I thought Stephen King ran out of ideas and turned to recent business trends for his muse. Or, maybe it was a new energy drink brewed especially for the undead to kick start them in the morning. No, I [...]

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