Category Archives: News

How to Manage RFPs Successfully Before They Manage You

As part of the senior executive staff years ago of a billion dollar public company, I sat through several Requests for Proposal (RFPs) reviews submitted to us by other global players. Sitting in the boardroom with the CFO, CEO and the RFP project leader (a Director), I was able to observe the strategic, analytical and…
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How to Sell Against IT Competitors and Win!

3 Tips You Can Use Right Now - Take The IT Competitor Test Every successful IT company has a sales and marketing system - a process on how they handle direct and indirect competitors. They either ignore them, negatively sell against them through verbal criticism, or poo-poo them as non-competitors or non-players. But does that…
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If I were your CEO…

I would assess my business model success. If we had not grown our top line revenues 20% to 25% year over year (with corresponding profitability) from new business from new prospects, I would change my business model immediately to correct our operating success inefficiencies. To adjust this process I would: Determine the demographic characteristics of…
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