Archive | June, 2009

Five Questions to Get Answered Early

In my recent readings and work with small businesses I have developed a list of five questions that a consultant should get answers to as early in prospect relationship as possible. Once you are hired (or have invested in a long-term sales cycle relationship) getting these answers provides little to no value. What is the […]

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Thoughts on Pricing with Confidence

Executive summary (and Amazon.com review) Reed Holden and Mark Burton’s Pricing with Confidence makes the complex topic of pricing strategy understandable and usable to businesses of all industries and sizes. Many of the examples are easily transferrable from one industry to the next. Their approach is logical and rational and can be adapted to a […]

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Always State a Value When Asked for a Price

This has been around quite a while, but I think it bears repeating. Often times a professional is asked about cost, as in, “How much will this cost?” One of the best answers I have heard goes something like this – “Customers of ours who have saved and/or seen an increase of $V, have spent […]

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Power from the Air

It has been a while since I posted in this category, but this story clearly qualifies as sounding like it came from the pages of Atlas Shrugged. In short, engineers at Nokia have harnessed the power from surrounding low frequency radiation to power a cell phone. While it is not quite about to capture enough […]

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Virtual Seminar: Basics of Project Management

I will delivering a seminar on Second Life on the Basics of Project Management through the Maryland Association of CPAs on Friday, July 17, 2009 ay 1pm ET. Description: This course is designed as an introduction to project management for individuals who are involved with projects (customer engagements) but have no formal project management training. […]

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Nothing Else to Do

I had a brief, but funny conversation with an attendee of the AICPA Tech+ Conference is Las Vegas earlier this week. After moderating a panel entitled The Firm of the Future, he broached me during the coffee break and said, “You know, Ed, the funny thing about time and billing systems in many accounting firms […]

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Peter Drucker and Time Sheets

Recently, I have been plagued by people who claim Peter Drucker said, “If you can’t measure it, you can’t manage it.” First, let me say that I cannot find this as a direct quote of Drucker’s other than continuous and unsubstantiated citations in many articles, blog posts, and PowerPoint presentations all over the Internet. If […]

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