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Lesson from the Salon
I have often spoken about the parallels between software implementation consultants and salon owners. For example, both revenue models have about 50 percent coming from the sale of product (including renewals for software) and about 50 percent coming from service provided. This morning, this “Suggested post” was in my Facebook stream: Notice that it mentions [...]
Firm of the Future at DFW
Attention my fellow Dallasites and Fort Worthians. Ron Baker and I are delivering our famous (well, in our minds anyway) Firm of the Future Symposium at the Hilton DFW Lakes hotel on February 12 and 13. This class is for all professionals: accountants, lawyers, IT consultants, architects, engineers, advertising agencies, we have even had a [...]
A Post On, Egads, Effort
Regular readers of this space will know I am not a fan of the cult of efficiency that enraptures most businesses today. In my project management classes I stress that duration is the more important metric both the the professional and the customer. That said, I would like to update the idea of comparative advantage [...]
On Chunking
For those of you who struggle with ensuring that delegated tasks are completed on time, I have some good news for you. New work by some behavioral economists has shed some light on this difficult situation. Most of us are familiar with the psychological concept of chunking in large part because of a famous paper [...]
My “Why” – Latest Edition
Two years ago, I posted twice about my Why statement. (See those posted here and here for further explanation.) Since I am convinced that one’s Why is a ever emerging concept, I thought it would be appropriate to share my latest Why, which is: I believe that entrepreneurs continue the work of creation. I help [...]
Great SCA Class in Vancouver
I just finished a terrific session of the Sage Consulting Academy in Vancouver today. While I always find teaching this class invigorating, this session was notable for a few reasons. First, the majority of folks who were attending were originally there under, errr, duress. In other words, they needed to maintain their certification. While it [...]
Great Moments in Value Pricing History
I am honored to be lampooned in the new Damn Good Hush Puppies video. This was premiered at the VeraSage event in Las Vegas which was sponsored by the AICPA and Sage. Enjoy!
Well Done Hilton Vancouver!
Those of you who follow me on Facebook may recall that I complained a few weeks ago when the Hilton Vancouver Airport did not have wireless Internet access available in my sleeping room. In what was a key moment of truth, the Hilton turned the bad situation into a great customer experience. Upon returning to [...]
Needs Assessment vs Needs Analysis
One of the most common conversations I have with professions is regarding when should they begin to get paid for what they do as compared to what should be considered part of the sales process. I usually begin my response by showing this video. Great stuff! I think the answer to the question of when [...]
New Member of Ed’s List–Resolv
I am thrilled to announce a new addition to Ed’s List (up to 16 firms now) – Resolv of Appleton, WI. Principles Angela Talano and Luke Russell turned off their timesheet system one week ago today! My congratulations. ET HORA LIBELLUM DELENDA EST
about.me
Ed Kless
Corporate Iconoclast
Ed Kless is the senior director of partner development and strategy for Sage Business Solutions. He is a frequent contributor to industry publications, including the Journal of Accountancy and Harvard Business Review, and has spoken at many conferences worldwide on project management, pricing, and knowledge workers. A senior fellow at the VeraSage Institute, he lives north of Dallas with his wife and two children and ran for Texas State Senate in 2010 and 2012.
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