Month: November 2014

Thanksgiving 2014

We did something different for Thanksgiving 2014: we held a Bootstrapper’s Potluck and hosted a dinner for a dozen people or so with our family.

Customer Interviews: How To Organize Findings

Bruce La Fetra of La Fetra Consulting for a conversation on customer interviews. We compared notes on qualitative conversations versus quantitative surveys and exchanged tips and tricks. Bruce presented some great insights on how to organize findings and how to take best advantage of insights gleaned from interviews.

Preventing & Managing Challenging Customer Situations

Here are my notes from tonight’s Professional and Technical Consultants Association (PATCA) meeting on “Handling Difficult Client Scenarios in an Agile and Effective Manner.” It was a candid discussion among primarily experienced consultants about real situations that were challenging–and frequently painful. Several good suggestions for preventing and managing challenging customer situations:

Good Content Answers Real Questions

Q: How do you develop good content for blog posts and newsletters on a regular basis? One rule of thumb for sources of good content for an e-mail newsletter is to revise something that you have already written that would be appropriate for your target audience.

Managing Sales People

Managing sales people is a straightforward proposition: you get what you reward. Analyze the compensation package and ensure it isn’t encouraging what you don’t want or discouraging what you do. If you are unhappy with commitments the sales team is making you need to make it clear who needs to review and sign off on …

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Crafting a Value Proposition

Q: I struggle with the value proposition for our product. Either I am too abstract “we offer a positive return on time invested” or too vague “help increase your ability to manage critical challenges.” Do you have any suggestions for how to frame or formulate a value proposition? Here a few questions that a value …

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