Calgary, Alberta is among the cities worst hit by the plummeting oil prices. “Home prices are down, unemployment is up, food bank usage is climbing, and no one knows when things might turn around with oil below $35 (U.S.) a barrel on Thursday, from highs of well over $100 less than two years [...]
The IT consulting space (and in professional services in general) companies rely heavily on the consultants that represent them with a particular client. You are only as good as your consultant is on that given day. One key requirement in that is having the consultant take ownership of work. This [...]
Most people in the IT Services Sales industry are not intimately aware of the value of their work to their consulting firms. Its no surprise then that most are under-compensated or sell themselves short. Here are a few things that they won’t normally tell you (or things they do tell that [...]
Large consultancy firms are incubating new business models. Their aim is to compete for smaller projects at acceptable profits. It sounds alarming for the smaller consultancy firms. It in fact is. McKinsey Solutions, a smaller consultancy arm of McKinsey & Co. is selling its services to SMEs, [...]
A recent study by Queensland University of Technology researcher found that maintaining client-consultant relationship and time management are the most critical challenges faced by S&M consultancy firms. Consequently, marketing slips down the priority list of all partners. Six integrated [...]
Sales training for an IT consulting firm from Allied [...]
Most IT systems are planned for 5+ years but the employees required to keep this system running have a half-life of much less than that. This brings home the inevitable reality of having to transition the project/product/solution possibly multiple times during its lifespan. The IT industry is [...]
Most consulting firms have several key partners that contribute to the company’s top line. Unlike other businesses, consulting firm’s reliance on these partners is extremely high and keeping them happy and maintaining a sense of fair compensation becomes central to the survival of the [...]
As consultants a constant requirement for us is to negotiate. Whether its requirements with stakeholders or proposals with decision makers, negotiating skills are central to the daily life of a consultant. Here are a few tips to keep in mind when you have your negotiator cap on. Aim for the Win-win [...]
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