When Good Qualification Goes Bad

Qualification is a well known and important part of the sales process. When working on a large, multi-month opportunity, constant re-qualification is just as important, and often missed. I recently learned a very painful lesson in re-qualification. Read More...
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Diseconomies of Scale

In the IT industry, especially IT outsourcing, there is often talk of economies of scale. I know I’ve always believed it - it is conventional wisdom. It is also wrong.
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Starting with your best position

In contract negotiations, commercial professionals usually start with their most preferred or best position. This practice is very often the right one, but you should not get tunnel vision and take only that route all the time. It can sometimes be counter-productive or even fatal to a deal. Here are 4 specific situations where you might start with a different position.
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Speak in precise terms

One of the main differences between effective and ineffective communicators is the ability to speak with clarity and precision. Read More...
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Hold those who use the word accountability to account

I’ve developed a certain distaste for the word ‘accountability’. It is meant to mean ownership, drive, getting things done. These days, it does not. Read More...
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London tube strike on Boxing Day

The tube strike is accomplishing the RMT union's goal: it is bringing misery to London's working class on Boxing Day, punishing the general public, all the while leaving the wealthy and political classes unaffected. Read More...
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Merlin2 Activities by Resource Report

On the Merlin2 users group forum someone asked for a way of giving his team members a view of their assignments. There is no easy way without having Merlin yourself to do this, so I thought it would be a useful report. I wrote one up in XSLT with a heavy dose of JavaScript - and leveraging a lot of software packages from the net - and you can find it here.
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Download Counter (PHP)

I tried to find a simple download counter that I could plug in to my website to keep track of files downloaded. The best I could find was people asking for them and also a couple ones that were either too simple or too complex for my use. So I created one. You can find it on my software page.
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Latest Tweet Header (PHP)

I wanted a way to show my latest tweet at the top of the pages on my website. I searched around and found a number of options, the best seemed to be PHP but I could only find a simplistic script that often showed errors. I modified it to make it robust and reliable , and anyone can plug it in on their web page. You can find it on my software page.
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Resource Allocation

Professional services firms often have an approach to resource allocation based on the fallacy that resources are unlimited. Qualified people, as resources, are finite and scarce. You need a strategy that recognises that, improving service to your best customers and increasing your revenue and profits.
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