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.
In a Facebook forum that I frequent, one of the members posted this article by Klaus Schwab in the Huffington Post entitled The End of Capitalism – So What is Next?
Here is my response to both the post and the article itself.
If by capitalism he means the system we have in place today. I agree. However, the term for what we have today is not "capitalism" is the true sense. It is "cronyism" or what I call "handicapitalism."
Most truly understood we have a system where the elites in big government and big business have combined to control the resources of production. Including, BTW, the currency itself.
The most accurate term from an economic standpoint is fascism. (Note not NAZISM.) Fascism, from an economic perspective is control of the resources, but not means of production. This latter state is called communism.
Please note I am not a Republican or a Democrat and I am not calling Bush or Obama fascists. I am saying the the policies of the US government have become increasingly fascistic over the year no matter who has been in the White House.
Now that said, what Mr. Schwab is describing as the replacement of this so-called “capitalism” is really just the market responding to the idea of knowledge workers. He calls this idea “talentism,” but is really nothing more than a meritocracy based on knowledge.
Many of you mistakenly think of me as a voracious reader. While I do read about two books a month, compared to my friend Ron Baker who reads two a week, I am a piker. In fact, my reading has fallen off even more since I got my new iPad, because a wealth of other content is now open to me.
Currently, I am participating in a class on the United States Constitution at Hillsdale College; brushing up on probability and statistics at Khan Academy; working my way through Brian Cox’ iPad app Wonders of the Universe; and taking an Introduction to Economics class with the late Austrian economist Murray Rothbard on iTunes.
Did I mention that with the exception of the iPad app which is $10, I have paid nothing for this content.
Think about that, I am getting a best in class education from some of the brightest minds in their fields (in the case of Rothbard he is my professor from beyond the grave!) for next to nothing.
This truly is an amazing time to be alive.
On April 4th, Ron Baker and I did a webinar for Sage Partners entitled Subscription Pricing on the Journey to Becoming a Firm of the Future.
If you were unable to attend or would like to review what was shared, you can view a recording of the session. This webcast is part of the new Sage Transformation Journey Webcast Series. In these sessions, myself and other members of the Sage Partner Advantage team present relevant and timely information on how to develop the business practice of selling subscription pricing and improving the customer experience.
Thank you to those of you who attended the April 4 webcast session. If you were unable to attend or would like to review what was shared, you can view a recording of the session.
If you would like to learn more about becoming a Firm of the Future, please register for the full two-day Firm of the Future Symposium. The next symposium is being held April 24-25 in Southern California!
In addition to the Irvine dates we also have upcoming Symposia in Vancouver, May 23-24 and Boston July 17-18.
Click here to download the agenda for this event.
Sage partners can register for any of these events today at www.sage.com/partners. Once you login, select Academies & Workshops an then Mid-Market ERP.
If you are not a Sage partner and would like to attend, please contact me or PartnerPrograms@Sage.com.
Congratulations to C. and C. and our new Pricing with A Purpose Team!
We just received the signed quote on this deal. Utilizing the tools Ed has been arming us with, we bid this job 100% higher than we would have under our traditional methodology. We had no push back from the client regarding the price, as we priced it based on the value of the solution to the them.
We have 3 more of these new quotes in negotiation with clients now and a couple more that we are actively developing.
This is such an exciting change for us. Looks like 2012 is going to be fun with lots of leads in our pipeline and tools to maximize the profits on each win!
Thanks to Ed Kless for his coaching, poking, prodding, nudging and continual course adjustment!
This is truly and HSD for me!
If you are interested in attending an upcoming Firm of the Future Symposium, please visit sageu.com.
Recently, a class that I have been delivering, he Sage Consulting Academy, has become a requirement for certification for some Sage business partners.
While this post will seem like I am, as my Mom would say, “tooting my own horn,” I am posting it because it is a fairly common reaction for many seasoned consultants. This is especially true for those of you who suddenly face the need to take this class now that is is a requirement.
The following is the unedited evaluation of Susan Cardoza from Sysera.
What did you hope to gain from participating in the experience? What did you bring to the dialog?
I came in skeptical that this course would add any value to my consulting skills. I told myself on the first day to participate as little as possible and to just listen. Well, as you saw, I wholeheartedly participated. Hopefully, I brought something of value to the class; more importantly, I took away much from the other class members.
When were you the most anxious or fearful? Why?
I was extremely anxious on Thursday early morning, 4:00am, because I lay awake thinking “How am I going to transition? What about my Friday overview meeting with a new lead? What if I say ‘prescription before diagnosis = malpractice’ and decline to give an implementation price, what will happen?” So much of what you said resonated with my spirit, but I still wanted to scream out “Will you be my mentor? Can I e-mail you documents & obtain your feedback?” I own my Company, the buck stops with me, change starts with me. I haven’t had a mentor in over 20 years. Now I know you can’t mentor a thousand business partners, but boy did I want to scream out, help me, pick me. Rather frightening, as I haven’t felt that way in a long time.
When were you the most inspired or ecstatic? Why?
Clearly, I had moments of inspiration because I determined it was more valuable for Kelley & Denice to attend your class than Sage Insights next year. I will invest in their education to make sure they are on the same page as me. It will take a team effort to move away from the insanity of “billable” hours. They will be ecstatic to be released from the obligation to prepare time sheets.
What did you learn about yourself?
You took me out of my comfort zone, you made me think differently. Clearly, you were saying “Come on in, the water’s fine.” Those that are already in the “pool” are always more comfortable than those who are hot & sweaty outside of the “pool”. Obviously, I liked my way of doing things, but a change is coming.
On a scale of 0-10, what is the likelihood that you would recommend this class to a colleague? 10, assuming 10 is most likely.
Would you like the instructor to evaluate your participation at this class? Yes
May we use your name as a reference for this class? Yes
May we use your comments as a testimonial? Yes, if you want
Wow! After 23 years and many successful implementations, I thought I knew how to lead a project. Well I was partially right, in that I can successfully lead a flat-fee based project; however, a value based project at a flat fee takes me back to “consulting kindergarten”. It is a new way to think and a new way to communicate. You taught this old dog some new tricks.
Value to you: I think MasterCard says it best “Priceless”
My deepest thanks to Susan for allowing me to post this. If you have any additional questions or concerns about the Academy, please feel free to email me.
I am thrilled to announce that Ron Baker and I will be conducting four Sage Firm of the Future Symposia in 2012. The dates are:
The symposium will feature Ron Baker of the VeraSage Institute and yours truly and is dedicated to the possibility that a professional organization can be run more effectively when it becomes a knowledge firm rather than a service firm. Creating such an organization is hard work and not for everyone as it requires partners to think differently than they have in the past about what it is that they do.
If you are interested visit sageu.com, and navigate to Academies and Bootcamps > Mid Market ERP. Not a Sage partner, but still want to attend? Email me and I can get you registered. The price is $2,500 per person and comes with a 100 percent money-back guarantee.
Today’s HSD (high satisfaction day) comes from this interview I did with Sage Simply Accounting partner Carol-Ann Brouwer of Simply Made Simple.
Carol-Ann attended a workshop on Firm of the Future in October 2010 and in one year has completely transformed into a Firm of the Future. In this year alone she doubled her income. Yes, I said doubled!
Get this, one of the first things she did was trash the timesheet!
Yesterday, I delivered a four-hour session on the Firm of the Future for IT industry media and analysts at the behest of Melody Chalaban on Sage North America’s media relations team. I want first to thank her for the opportunity and organization of the event.
Second, I want to thank Sage Partners and Firms of the Future, John Shaver from Aries Technology Group, creators of Bob’s Barbecue, Keith Greeno of Asyma Systems, and Peter Wolf from Azamba Consulting. (As you can see I am through the A’s with regard to flipping firms.) These three gentleman did an outstanding job of explaining how they have implemented the ideas that I only speak (some might say blather on) about.
For your viewing pleasure here are the slides and for your listening pleasure a link to audio from the second half of the of the call. Unfortunately, the dog (i.e., my Windows PC) ate the first half of the audio.
Hit tip to my friend and Sage partner Amjad Khan from AIM Insight.
As many of you know, I have been a huge fan of Mahan Khalsa’s Let’s Get Real or Let’s Not Play for almost a decade now.
Thanks to what must be a system glitch, you can buy the audio book of Let’s Get Real for $14 or listen to the exact same thing as a podcast for free. Great find!
For those interested the podcasts are available on iTunes by going to Podcasts>Business>Management & Marketing>FranklinCovey SPG. Additional podcast not available on iTunes can be found here on FranklinCovey’s site.
This is both the best sales book about consulting and the best consulting book about sales.