Not long after I started my consulting business thirty years ago, I worked with a large, privately owned company in the industrial products business that was having a poor rate of…
How do you know if you are charging the optimum price for the services you provide? Should you raise fees? Should you lower them? Let’s take a look at each of…
Some years ago, I gave a retention test to a group of 100 sales professionals following a three-day course that I conducted at their company. I have taught graduate-school curriculum…
Early in my business career, I supervised a team of about 10 sales people that provided financial services to the business world. The company I worked for provided an excellent…
As I cover in detail in my book No to Lost Cases, your profession is facing pressure on financing arrangements from two fronts: technology that is reducing the treatment time for patients,…
Three times in the past week, TCs that I am coaching via recorded consults have had decision makers ask if they could finance treatment in a different way than what the…
