I get a lot of questions about consulting rates. Yes, I think most consultants and consultancies undercharge. There are a lot of tactics (on this blog and elsewhere) to help you figure out what to charge on the next project. … Read More
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Webinar 8/12: How to Double Your Business
I’ll be hosting a fun webinar on Wednesday 8/12 at noon CDT on How to Double Your Business (without doubling your costs, time, or stress). This will be lessons learned from over a decade consulting with some of the world’s … Read More
Mimiran named finalist for Austin Chamber of Commerce Award
The Austin Chamber of Commerce named Mimiran a finalist for the Austin Energy Technology & Innovation Award at the 2015 Greater Austin Business Awards. These awards recognize excellence in businesses and organizations in the greater Austin area. Winners are announced on August … Read More
Proposal content is critical, but looking good doesn’t hurt
There’s no substitute for clear, compelling content in your sales proposals. Easy to understand language, diagrams, images, and/or video that makes it clear you understand the prospect’s problem(s), and have the best path to the solution. A lot of people … Read More
What I learned selling services
Like a lot of people who accidentally became consultants, I got started because I was really good at helping companies solve certain kinds of problems that they had trouble solving themselves. Like a lot of people who start consulting companies, I … Read More
Don’t Pitch Your Solution Too Early
You’ve finally scored the big meeting with the dream prospect. They have expressed strong interest in your company and seem like a great fit for your services. As the Very Important Top Officer (wow, she’s actually in the meeting!) kicks … Read More
What to Eat for Better Productivity
How our minds and bodies feel is an important factor in how productive we can be at work (and in life). If you put the wrong fuel in your car, it will have less power, less acceleration, and you’ll damage … Read More
Why Consulting Websites Are Terrible
I had a consulting website for a long time. It was terrible. Through various updates, tweaks, and relaunches, it got less terrible, but it was always terrible. Here’s why. In the early days of the web, you put up a … Read More
The Real 80/20 Rule for Sales
Most people are familiar with the Pareto Principle, that a small fraction of the work takes most of the time, a small fraction of customers contribute most of the profit, etc. This is commonly known as the “80/20 Rule”. Mark … Read More
Enterprise Sales and the Prisoner’s Dilemma
If you’re not familiar with The Prisoner’s Dilemma, it’s an interesting exercise at the heart of game theory. In the dilemma, 2 criminals are imprisoned separately and can’t communicate. The detectives don’t really have enough evidence to convict them on … Read More