Crossing the chasm

Staffing is a no-brainer business. A phone-and-a-monkey show. Send a bunch of resumes up the spout, and some rain will fall on your ground too. But then it is not something you are proud of. How do you project yourself as a consulting firm? Tough, indeed! Some companies have taken the risk of cutting off [...]

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Soup-to-nuts [Part 3]

Readers from the IT services industry will surely recognize the patterns in the course of a cold-call: the listener on the other end of the line does not react for most part of the pitch conversation, and suddenly perks up when he or she hears or sees a project detail, case study, or success story. [...]

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