by lewsauder | Aug 20, 2012 | Consulting Sales
Why is it that when I ask for a waiter’s recommendation, they suggest one of the most expensive things on the menu? I suppose it’s possible that the most expensive items are the best. It’s basic supply and demand economics. But I always suspect that they’re more...
by lewsauder | May 14, 2012 | Consulting Sales
My daughter is a junior in high school and in the process of investigating colleges. In a parallel effort, I’m in the process of investigating how to maximize her ability to get scholarships and minimize our expected family contribution (EFC). As part of my research,...
by lewsauder | Mar 22, 2012 | Consulting Sales
There was once a man we’ll call Pete, who visited the market and witnessed an upward trend of consumers buying potatoes. He knew several potato farmers. So he talked to them about being his supplier. He set up his own potato stand in the market. Day to day sales...
by lewsauder | Feb 23, 2012 | Consulting Sales
I remember early in my consulting career when it was explained to me that, although my primary responsibility as new consultant was to keep my utilization (my percentage of client-billable hours) up to a certain percentage, I was also responsible for sales. You want...
by lewsauder | Oct 23, 2011 | Consulting Sales
Early in my career, I worked for a large consulting firm that evaluated their employees on five criteria: Knowledge: How much has the employee learned over the evaluation period? Service: How well did the employee serve his/her clients? Communication: Is the employee...
by lewsauder | Jun 9, 2011 | Consulting Sales
Imagine that you have a leak in your bathroom faucet that keeps your significant other awake at night. As a result, your SO’s insomnia has spread to become your problem as well. When it comes to plumbing, you invoke the “two-suit rule” – as soon as you own two suits...
