Hidalgo (Issue 509)

In which we are reminded: Like great movie writers and directors, our clients and prospects sometimes spin stories that are not completely connected to the truths they purport to represent. We can be entertained, and we should verify before contracting. Read more »

Chasing the Train (Issue 508)

In which we are reminded that, if a competitor displaces us from a piece of business, we need to think ahead, be  ready to solve the next problem well enough that we win the next opportunity. Read more »

Triple Priced (Issue 506)

In which we are reminded that good negotiating outcomes begin with and depend on value-oriented discovery and selling. Read more »