Trite but still true, there’s no second chance to make a first impression. Odd that those peddling social network expertise seemingly ignore this and, perhaps, much else besides.
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Selling complex products ‘as is’ and unwarrantable was not invented by the software industry. This technique is now being adopted by old line manufacturers that built their reputations the old fashioned way, and are now losing those once stellar reputations the new fangled way. Moen kitchen faucets illustrate the caveat emptor wisdom of the ancient Romans.

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Because real money is involved, the Build or Buy decisions are made close to the business case. There’s another level of procurement below this that the business seldom knows about.

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Everything useful has plenty of competition, making purely objective choices difficult. A small thing can have a disproportionate effect on a decision. Here are two examples of a tipping point around a small thing, one that resulted in a replacement and the other in a new acquisition. (more…)

The day’s news always seems to redline any current cycle that’s in vogue. A contrarian approach helps keep things in perspective and recognize turning points. (more…)

Oil companies don’t want to be in the credit card business, which they farm out to financial companies on various consignment basis. Here’s a good example of bad things that happen when the two companies’ customer information gets out of sync. Bogus late charges are bad enough; wanting to verify SSNs without any verifiable security is beyond the pale. (more…)

Good sales presentations take a lot of thought, planning, practice, and focus on the customer. Sales 101, been there, done that, tell me something I don’t know. Here’s one that really stood out by concentrating on customer benefits, supported by a well designed campaign.

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Sales calls are like first impressions: No second chances. It certainly pays to do some research before walking off the cliff, and you can never do too much of it. Here’s a case that illustrates the point nicely.
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The dog days of summer are not here yet, but an old construction oversight make it seem that they have arrived early and will stay longer than normal. Here’s one way that cooled things off quickly, for under $40, took less than 30 minutes to build and deploy. Parts list, drawings, step by step DIY instructions, and installation photos that you can download. Topics: Background; A Small Heat Problem; Tiptoeing Through The Attic; Found It; Some R & D With A Dash Of Procurement; You Can Have It Too; Conclusion

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There’s always someone who knows exactly how you can get from A to B, and is ready of offer you the roadmap for a very reasonable fee. Make sure the scenery doesn’t get boring. Topics: Employing Part Time Expertise; Staying Out Of The Briar Patch; A Marvel Of Efficiency; and Recognizing When The Lesson’s Finished
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