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  • If You Don’t Ask, You Don’t Get

    If You Don’t Ask, You Don’t Get

    Two key lessons he learned were directly from the sales playbook, and are ones that we so often forget when we are doing our own business development activities: If you don't ask, you don't get, and small greed succeeds. After his second interview, the company sprang it on him: they'll [More]

  • Negotiation


    When you think about negotiations, what comes to mind: The pricing on that new proposal? Management vs Labor? Salary negotiations? Too often, negotiations are rife with conflict, winners and losers, and power-plays; it is no wonder that many people find them uncomfortable, and very often avoid them. (Or get taken [More]

  • Nickels and Dimes

    Nickels and Dimes

    If you had a choice to be paid either $500 or $1000 for a service that you delivered, which would you choose? Most of us would choose the greater amount; after all, if we have to do the work, why not be paid as much as the market will bear? [More]


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