Making the Sale


When we approach prospective clients we begin by telling our story. Especially in today's market, we explain our roots to people. We want them to know that we're not new to the business world. We saw a lot of groups start out four years ago that went through the roof. Those people are not around anymore. We have a history of staying power. We also have a staying power both in our training ability and in our consulting business, so we'll talk about those successes and the A-list of clients we have as an organization.

We'll then talk about where we're going in the future. For example, a partner in our business, Andrew Troelsen, is a number one, best-selling author on .NET, which is Microsoft's latest technology. We have people at national conferences who present on cutting-edge topics, such as Web services. We also do instruction at a local university, which is the fourth-largest graduate business school in America.

We show clients that we have a solid past but that we're not looking back. We have technology thought leaders who are guiding our way into the future, and ultimately, guiding our customers in the projects and the training we're giving them.




The CTO Handbook. The Indispensable Technology Leadership Resource for Chief Technology Officers
The CTO Handbook/Job Manual: A Wealth of Reference Material and Thought Leadership on What Every Manager Needs to Know to Lead Their Technology Team
ISBN: 1587623676
EAN: 2147483647
Year: 2003
Pages: 213

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