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Business professionals review sales charts and financial data.
Sales
Your Best Customer Doesn’t Deserve a Discount
Learn why clients and customers need different pricing strategies — one optimized for margin, the other for revenue, and how to approach each relationship.
The Road Goes on Forever
Podcast
The Road Goes on Forever
The road goes on forever, as the song says. I always figured I’d do this work until I couldn’t anymore.
A smiling woman in a tan blazer is sitting at a desk and talking with another woman, illustrating a client vs. customer conversation.
Sales
Customers vs. Clients: The Difference and Why It Matters
Learn why customers and clients aren’t the same and how treating each correctly can boost retention, improve relationships, and strengthen your business.
A woman leading a meeting at a whiteboard.
Operations
Stop Letting Clients Control Your Projects
Control chaotic clients who drain profits with constant changes and scope creep. Use tight scopes, review points, and narrative management.
What Is Your Dead Fish?
Podcast
What Is Your Dead Fish?
Twenty years ago, I walked into a new client’s office and found dead fish floating in a neglected tank and cubicles stuffed with trash bags.
A person writing notes in a notebook at a desk with laptop nearby.
Sales
The Proposal Template Buyers Actually Read
Stop losing money with 35-page proposals full of irrelevant content. Write focused AV proposals that address buyer needs and trigger confirmations.