Tom Spencer

MAY 23, 2021

As someone currently in management consulting who has previously done tech sales for a major software company, I was amused by Martin Keller’s article championing tech sales (sometimes known as consultative or customer success driven sales) over management consulting. Professional Development. Work-Life Balance.

Sales 68

Sales Management Consulting Development 68

Johanna Rothman

FEBRUARY 14, 2020

A client wants to know how best to calculate their software capitalization. There's a great introduction article, Capitalization of software development costs.). That helps overall sales and support. How Some People See Software Projects. Let's first discuss how some people see software projects.

Software 74

Software Agile Finance Productivity 74

Steve Shu Consulting

MARCH 18, 2011

getting burned and stuck with Small Company’s software source code. Business Development is about new initiatives and incubation. I wrote this post reflecting upon doing consulting & contract business development activities and representing mega, mid-market, and small companies over the past year.

Development 186

Development Software Sales Financial 186

Markovitz Consulting

JUNE 26, 2017

I was at a conference for internet retailers two weeks ago and was overwhelmed by the software and hardware solutions promising to solve all their operational problems and turn their ecommerce businesses into a highly profitable, eight figure monsters. They’re lying. Technology is not, by itself, the answer. What happened?

Software 178

Software System Sales Operations 178

Women in Consulting

SEPTEMBER 13, 2012

Hiring and developing great people to support you. Fundraising Products The Raisers Edge: Fundraising & Donor Management Online Fundraising Accept Donations Online CRM Charity Software Modules Direct Mail Fundraising Custom Reporting Constituent Relationship. Management System (Nonprofit CRM) CRM Charity Software (UK).

Development 105

Development Nonprofit Software System 105

Harvard Business

NOVEMBER 8, 2016

Outbound B2B sales are becoming less and less effective. In fact, a recent survey found that connecting with a prospect now takes 18 or more phone calls, callback rates are below 1%, and only 24% of outbound sales emails are ever opened. Why are more and more buyers avoiding salespeople during the buying process?

B2B 66

B2B Sales Media Guidelines 66

Tom Spencer

JANUARY 20, 2023

Consulting accelerates growth for ambitious careerists The learning and development opportunities afforded at MBB (the affectionate initialism given to McKinsey, Bain, and BCG) are pretty insane. Software engineers at Google and investment banking analysts at Goldman Sachs are more well-paid than entry level roles at MBB.

Consulting 88

Consulting Boston Consulting Group Bain Banking 88

Business Consulting Agency

AUGUST 20, 2023

Business Plan : Develop a comprehensive business plan that outlines your business goals, strategies, financial projections, and marketing plans. Product or Service Development : Develop your product or service, keeping customer needs in mind. Analyze consumer needs, preferences, and pain points.

Cash Flow 52

Cash Flow Financial Sales Analysis 52

Tom Spencer

MAY 16, 2021

I had looked at the tech industry before because many firms have reputations as good employers with exemplary HR practices, but was put off since almost all entry-level business roles were related to sales. The sales cycle can last months or even years and includes the establishment of long-lasting business relationships.

Consulting 79

Consulting Sales Software Industry 79

Steve Shu Consulting

MARCH 23, 2011

companies like Cisco, Avaya, Nortel, Ericsson, IBM) that may sell things like hardware or software. Improper tone for sales meetings – Product companies are often used to marketing-push type sales strategies (e.g., On the other hand, consulting services sales are often more diagnosis, empathy, and solution-driven.

Productivity 247

Productivity Company Consulting Sales 247

Business Consulting Agency

AUGUST 3, 2023

This initial vision will guide your business’s development. Business Plan Development : Collaborate with the consulting service to create a comprehensive business plan. Financial Strategy : Develop a sound financial strategy that covers startup costs, cash flow management, and funding sources.

Consulting 52

Consulting Cash Flow Efficiency Financial 52

CaseInterview.com

SEPTEMBER 9, 2021

If someone I work with is fabulous at sales but terrible at finance, when we work together, I benefit from their talent in sales, and they benefit from my talent in finance. The top software developer doesn’t always become VP of engineering. This is a profoundly important mindset to become accustomed to.

Finance 98

Finance Engineering Talent McKinsey 98

Tom Spencer

APRIL 11, 2020

Companies sell products to a broad variety of industries and customer segments, and it’s often hard to know where to focus the sales, marketing and product development efforts. In order to fully benefit from these fans, the sales team needs to understand who they are and be comfortable selling to them. Sales cycle duration.

Sales 78

Sales Comparison Productivity Data 78

Tom Spencer

JUNE 16, 2023

For example, implementing new IT software for a business unit. Hypothesis-based Problem-Solving Approach The hypothesis-based problem solving (HBPS) approach is a framework used in strategy consulting to develop insights and recommendations based on a structured, evidence-based process. The HBPS process has five key steps.

Data 78

Data Analysis Financial Interviews 78

Steve Shu Consulting

JUNE 20, 2012

For example, suppose a manager wants to adapt a software product for an adjacent customer market. The manager may allocate a budget to a small business development and delivery team to explore and develop a lead customer in the new market. What are some techniques that you’ve learned in the field?

Management 225

Management Consulting Groups Development 225

Chad Barr

MARCH 27, 2019

When I first launched my software business, quite a few years ago, I was a solopreneur for the first few years performing the various tasks needed to run and build my company. Tasks such as: developing software, bookkeeping, marketing and customer services to name a few.

How To 52

How To Software Talent Development 52

Strategic Planning and Management Insights

MARCH 6, 2023

Whether it's through spreadsheets, software, or a whiteboard, it's important that everyone on the team is using the same method and frequency for tracking. With software, it's easier to see where you stand in meeting or exceeding goals and where adjustments need to be made to maximize what's working and address areas of weakness.

Report 98

Report Data Strategy& Strategy 98

Strategic Planning and Management Insights

MARCH 3, 2021

Paul Katzoff is the CEO of WhiteCanyon Software, the premier provider of data erasure software for SSD, Hard Drive, & Mobile Device platforms to global organizations of all sizes. Paul originally started at the company in a Tech Support role, before coming the Manager of Tech Support and eventually switching to Sales.

Software 52

Software Sales Data Company 52

Progressus

NOVEMBER 27, 2023

Legacy systems are outdated computer systems, software applications, and technologies designed to perform specific tasks in a specific way. With less hardware and software baggage and a more modern IT architecture, established companies can simplify their processes and IT environment and sharply improve their performance.

System 52

System ROI Software Government 52

The Source

AUGUST 13, 2020

According to our estimates, risk consulting and related services were worth US$72bn in 2019, US$18bn of which was cybersecurity consulting (note: definitions differ—our numbers don’t include systems development, outsourcing, or hardware and software sales).

Consulting 52

Consulting Software Operations Sales 52

Progressus

OCTOBER 20, 2023

Factors impacting profit margins include the tendency to allocate 80% of project work with the last 20% of the budget, inaccurate time-sheet reporting, underbidding during the sales process, and client disputes. Measuring utilization informs decisions regarding hiring, outsourcing, skill development, and workload distribution.

Cash Flow 52

Cash Flow Metrics Resources Sales 52

Tom Spencer

JULY 14, 2023

Others have developed theories to explain why businesses fail and what criteria distinguishes successful founders from unsuccessful ones. While this idea is appealing and no doubt has some truth to it, it has led many entrepreneurs to develop, fund, and launch products that ultimately fail.

Productivity 78

Productivity Marketing Airlines Hotels 78

Business Consulting Agency

JANUARY 18, 2024

Statistics: E-commerce sales in the US reached $365.2 of total global retail sales by 2021 (Statista). Affiliate Marketing Overview: Promoting products and earning a commission for every sale made through your referral. Statistics: The digital marketing software market is expected to reach $105.28 billion in 2020 (U.S.

Research 52

Research Media Retail Deloitte 52

Steve Shu Consulting

FEBRUARY 17, 2010

The introduction of new product or service lines into an existing customer base is a challenge that companies often face with new business development. As an example of a project on the right side, that same software company may be looking to introduce new platform capabilities such that indirect, 3rd parties can develop applications (e.g.,

Strategy& 150

Strategy& Strategy Strategy Software 150

1 to 1

JANUARY 25, 2024

s vice president of customer-facing applications development. Software developed by Ariadne Maps uses AI to follow people’s movements throughout stores (by tracking signals their cellphones emit) and cull insights from that data.

Retail 26

Retail Software Sales Tools 26

Tom Spencer

JUNE 30, 2023

In simple terms, asset management firms are the ‘manufacturers’ of investment products (e.g., Blackrock is the leader in ETFs through their iShares products), while wealth management firms are the ‘distributors’ of these investment products to end clients (e.g., clients can purchase iShares on the RBC Wealth platform).

Banking 78

Banking Management Real Estate Insurance 78

Business Consulting Agency

AUGUST 17, 2022

Improvements made to the business website can drastically improve marketing, advertising, and sales efforts. Any improvement of the conversion rate can have drastic improvements on sales and business profits. This can include hosting solutions, software applications, optimization, content, site traffic, conversions, and much more.

Advertising 52

Advertising Sales Consulting Software 52

Women in Consulting

OCTOBER 14, 2012

Hiring and developing great people to support you. Fundraising Products The Raisers Edge: Fundraising & Donor Management Online Fundraising Accept Donations Online CRM Charity Software Modules Direct Mail Fundraising Custom Reporting Constituent Relationship. Management System (Nonprofit CRM) CRM Charity Software (UK).

Media 130

Media Nonprofit Marketing Software 130

Jerry Fletcher

SEPTEMBER 11, 2021

What about business development value? One of my clients spent the better part of two years going to shows to sell his software. You can set sales meetings with a lot of key players in a short time. One client who had a Software as a service offering got really tired of paying for a booth and coming home empty.

Marketing 52

Marketing Consulting Software ROI 52

Successful Independent Consulting

JULY 16, 2019

My colleague Nancy says that someone in an area like talent management may not be specialized enough to get many project requests; they’d do better if they specialized in a subset of talent management like sales compensation or talent management software. How can I sign up to become a Council Member?

Talent 297

Talent Research Consulting Conference 297

Tsavo Neal

JUNE 12, 2020

This repetition has helped you develop expertise. By working with similar types of clients, you develop expertise. And once you develop this expertise, your clients want you to recycle solutions — so you can solve their problem based on what’s worked before. Programmers build software. That’s why they hire you.

Tools 78

Tools Sales Consulting Marketing 78

Consulting Matters

DECEMBER 16, 2022

For example, I did a customer assessment for one of my clients, which revealed some horrible feedback about the sales process. Initially, I was going to do my report to the entire team but realized that this would be a disaster, especially how the sales VP would receive this feedback. Do beta tests and pilots. Political savvy.

Consulting 156

Consulting System Sales Meeting 156

Business Consulting Agency

FEBRUARY 20, 2023

It makes it difficult when trying to pinpoint how to increase sales, get more leads, repeat business, and more. Regardless of type of website, quality and detailed design and development is necessary. Professionals use software applications to run website tests, analysis, and more. Usually, they do!

Comparison 52

Comparison Operations Engineering Software 52

Markovitz Consulting

AUGUST 19, 2020

In my consulting work, I’ve seen business unit managers unable to achieve the market share goals mandated by the CEO because they couldn’t get the IT support for new product development software; Finance and HR support to hire the necessary material scientists; and Operations support to rapidly qualify new suppliers.

Guidelines 140

Guidelines Operations Talent Sports 140

Progressus

APRIL 20, 2021

When Microsoft first moved its solutions to the cloud, the seasoned developers at Progressus built the first industry solution to sit on top of Microsoft Dynamics 365 Business Central for Professional Services and project-based businesses. Microsoft is in our DNA.

Efficiency 52

Efficiency Software Data Sales 52

Women in Consulting

DECEMBER 11, 2012

Hiring and developing great people to support you. Fundraising Products The Raisers Edge: Fundraising & Donor Management Online Fundraising Accept Donations Online CRM Charity Software Modules Direct Mail Fundraising Custom Reporting Constituent Relationship. Management System (Nonprofit CRM) CRM Charity Software (UK).

Nonprofit 108

Nonprofit Software How To System 108

Women in Consulting

SEPTEMBER 27, 2012

Hiring and developing great people to support you. Fundraising Products The Raisers Edge: Fundraising & Donor Management Online Fundraising Accept Donations Online CRM Charity Software Modules Direct Mail Fundraising Custom Reporting Constituent Relationship. Management System (Nonprofit CRM) CRM Charity Software (UK).

Nonprofit 109

Nonprofit Software Consulting System 109