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From the blog...

Do you know what you know?

In a famous quote, Lew Platt, former CEO of Hewlett-Packard, said “If only HP knew what HP knows, we would be three-times more productive.”  He ...

Success is 90% Process

I circulated a new newsletter article today focused on how small companies can greatly improve their proposals–whether in response to RFPs or simply in their ...
Narrow Your Focus

Narrow Your Service/Build Your Brand

  Too many small companies try to be all things to all people. Well, we can do this, and that, and the other thing too! ...

Five Reasons to Conduct a “Virtual Blog Tour”

Today I’m embarking on a “virtual blog tour” on behalf of The Whale Hunters.  Our purpose is to connect with a larger audience of small ...

Whale Hunting Practice #27: Bring the Whale OnBoard Smoothly

The trickiest part of whale hunting for small and midsize companies is to capture your sale: deliver your products and services as promised once you’ve ...

Can you deliver what you sell?

For a long time, I’ve been exhorting clients to be certain that the sales team is selling what the operations or implementation team plans to ...