Dear Jim,
I wish the boom was back because selling was so easy. I would write a pleasant e-mail that would chat in a non-specific, wooly way that tends to provide the comfort that over-busy executives like yourself. It would repeat a few 'hot buttons' from any received scope and talk about delivery in such a way that a skim read would infer we said we could do it while a more detailed read would reveal nothing but 5 different ways to say how loverly everything was....
And because you were busy and because reading my e-mail was quick and there was no emotional energy expended in really worrying about value for money; after all you can't seem to spend it fast enough; you simply said yes.
Now you want value for money, I have to work a little harder again.....
Consultant
2 Hard-bitten professional services consultants show you how you can build a more commercial sales operation when the world’s against you and your highly skilled, very well paid people hate ‘selling’. For architects, actuaries, designers, surveyors, solicitors and every one of us who studied hard to develop our skills and now has to do more selling than we ever imagined.
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