Competition is good
Competition is Good In 1995 Kim Polese was the product manager who launched Java to the world, from Sun Microsystems. The next year she left Sun with Arthur van Hoff and started a company named Marimba. I know, that's a ...
Getting More Leads
Last weekend I had several Task Rabbit folks come to the house to do different odd jobs. And I noticed a very similar pattern. If getting more leads is what you're into (and who isn't), I think there is a ...
Have you embraced the subscription business model yet?
Can we talk about the subscription business model for a bit? With millions of people out of work, tons of business closed down, and no clarity on what the new normal will be, the recent Subscription Impact Report by Zuora ...
How to offer multiyear contracts that make sense
Can we talk about multiyear contracts for a second? I learned about multiyear contracts in the context of SaaS products. But I believe they apply to service companies equally well. So today I wanted to talk about multiyear contracts. If ...
Now, your website is your business card
Let's go back to November or December…. If your life looked anything like mine, you were in meetings talking about the 2020 budget. Trying to figure out where to spend money and where not to spend it. Maybe, like me ...
Answering the Question, “Is that your best price?”
Sending Out Proposals? If you're sending out proposals, you likely get back the question about whether what you've sent includes your best price. It's a way of asking, “why are you so expensive compared to all the other quotes I've ...
Creating the best Customer Onboarding Process
How do you learn? One of the conversations I enjoy the most is one I regularly have with freelancers about learning and mastery. The core of my question always comes down to this: “How do you learn best?” More often than ...
Demonstrating Progress on Website Projects
Demonstrating progress was easy. In the old days, when I would work on a website project, there were some natural phases to the work I did. Your process may have been different, but mine went something like this. Phase One: ...
When pitching new business, ask this question
If you're a digital agency or freelancer, you're continually pitching new business. And there are tons of valuable tips that you'll hear from a lot of people. You'll hear advice like: Have a unique value proposition. If you're pitching website development ...
A single trick to win more customers without doing more work
For service companies, when prospects are evaluating you, there are three things they all care about. Do you understand the core problem? When you get on that first phone call or have the first meeting to talk about the business, ...