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Do You Introduce Yourself Properly at Conferences?

Conferences can be a great place to meet and network with colleagues – provided you  introduce yourself the right way. Have you ever run into someone at a conference and they introduce themselves – and...

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How To Turn $150 An Hour Into $50 (And Back Again)

In the consulting world there’s no shortage of people claiming to bill $150, $175 or $225 per hour. To talk with them you’d think they were invoicing an average of 40 hours  every week with no slack in...

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Duh. Losing. Why VARS won’t Be Emailing An Invite To Clients

This morning for the umpteenth time I was invited to attend a session to tell me how to get the most out of Sage’s Summit 2011. I’ve been to several of these conferences. I think training on how to...

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Prospects Who Find You Only via Web Search – My Experience

My experience almost universally with prospective clients via the Internet (people you have no prior relationship and who hop onto Google and search for a half dozen consultant email addresses) has...

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Does online marketing work for ERP? How well? How do you deal with quick...

This morning I received an email from a friend in the consulting business. His question is one that I’ve received before – and one that seems to come up at every conference that I’ve attended in the...

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You’d Have To Be Crazy To Ignore Email Newsletters

If you are not sending out a monthly email newsletter to your clients I recommend: 1. Create 2 to 3 posts per week on your web site. So long as the site provides for RSS you can 2. Feed that RSS into...

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It’s All About Recurring Revenues

The most significant partner opportunity in the ERP marketplace is to create a consulting role as a trusted advisor to your customer. Your goal is to  be looked upon by the customer to present multiple...

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