February 13, 2012
In an earlier post, Phil talks about ‘Value Propositions’ and ‘VP osmosis’ as a must for people leading sales teams in the consulting world. The effective written proposal is the first test of a consultant’s understanding of value from the clients’ perspective. A successful business proposal, like a successful story of any kind, begins with [...]
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November 23, 2009
So, you are looking to develop your business development capabilities. You can take your smart, knowledgeable professionals and inject them with some commercial acumen; provide them with a “business development process”, dangle a carrot or two and watch them go…. The main focus of this book / blog is to help you navigate your way [...]
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