• Tips on Business Writing
  
  
• Communicating with Executives

• Building Effective Demand Creation Systems
  

In today’s increasingly competitive marketplace, service firms find it ever more challenging to create demand for their services. This note lays out a framework and the best-practices for service firms that have effective Demand Creation initiatives.

• Five Steps to Convert a Prospect into a Sale
  

  This note lays out a highly effective five-step framework for converting a business prospect into a sale.

• Notes on Presenting Your Demo
  

  This note provides a few tips on how to increase your effectiveness when presenting your demo, and the common mistakes to avoid.

• First Call
  

  When networking or visiting clients for the first time, the tendency might be to go in with an open slate. This note describes a better strategy.

• Ten Myths (and Ten Truths) About Winning
  Non-Government Work

  Business leaders who work with government clients make assumptions about what it takes to win work outside the government...assumptions that turn out to be wrong. This paper exposes many of these and presents plain truths in their place.

• Disgruntled Clients

  Everyone eventually has to manage a client for whom things have not gone well. This note outlines a three-step process for getting back on track to success even in the toughest situation.

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