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When a project goes on hold, all expected revenue stops, yet the project started under the assumption that it would continue as planned.

A simplified approach to how to effectively sell professional services.

Is the customer always right? As project delivery consultants we want our customers to be successful. However, at some point every...

Why do customers rebuild the same business process with new technologies?   More than 80% of the customers we have spoken to about their...

The battle between Sales and Services is driven by a lack of understanding that is easy to resolve. "What we have here is a failure to...

Consultants do not respond to company engagement programs in the same way as other employees. Most software companies simply treat their...

Is the contract something the customer should be using against the provider or a tool the service provider should be learning to master...

How to handle customers begging for you to provide them with A-Team even though they may not be an A-Customer. In researching the value...