Yearly Archives: 2021

Every Salesperson Should Take the August Challenge

Posted on August 2, 2021 in Around the Web ,Industry Discussion by

  Take the August Challenge! A friend of mine that played professional baseball once told me that the worst day of the year for minor league ballplayers was August 1st. He explained that they had been playing virtually every day since April, traveling on an old bus between small cities and usually staying at the cheapest hotel in town. After 120 days of this brutal schedule, everyone was physically and emotionally exhausted … and August 1st meant there were still about four or five weeks remaining until […]

More info »

Presenting the Estimate

Posted on May 31, 2021 in Business Process Improvement ,Increase Project Profitability ,Industry Discussion by

A single precise number does not make a valid estimate   In Part 1 of this blog series, we looked at the myth of the perfect estimate and discussed how assumptions and risks factor into an estimate. In Part 2, we examined the three basic methodologies used in the estimation process. Now let’s talk the about presenting the estimate. A valid estimate should be presented as a range, or as a point with confidence factors.   Looking at our estimating a typical commute to work […]

More info »

Best Practices for Building Recurring Revenue

Posted on December 21, 2020 in Blog ,Improve Financial Management ,Increase Project Profitability ,Solutions360 by

In order to build recurring revenue, integrators are making the shift from a reactive to a proactive support model. There has been a lot of discussion in the integrator community about best practices for developing services and support revenue, and how to embrace a recurring revenue model. In previous blogs we have discussed how customers are asking for AV-as-a-Service, as well as how to create predictable cash flow with monthly recurring revenue. Today, Steve Riley is joined by Chad Sowers, Director of Business Development with […]

More info »

All Sales People Should Create This One Thing for Themselves

Posted on July 13, 2020 in Around the Web ,Blog by

This is a guest blog post by Chris Peterson, Principal at Vector Firm Greg Maddux, former Major League Baseball player, four-time Cy Young Award winner, and MLB Hall-of-Famer, was known for his control.  He wasn’t overpowering but was always in control of his pitches and his ego. It was his control that led to his greatness. However, if you watched him closely, there were a few times during every game when Maddux lost control of his temper while he was on the mound, and sometimes […]

More info »

What A Comprehensive Scope of Work Document Looks Like

Posted on July 6, 2020 in Blog by

Here is an outline of the major components of a comprehensive scope of work document In our recent blog post, Make Your Scope of Work Statements Stand Out, we talk about how good scope of work statements help establish boundaries and responsibilities. Today, Brad Malone, of Navigate Management Consulting, continues this discussion, describing what your scope of work documents should look like. I have heard many terms used to describe the contractual aspects of an audiovisual integration project: bill of materials (BOM), scope of work […]

More info »

Blog Tags

Archives

business management software

Request a Demo!