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Strategies & Market Trends : Gorilla and King Portfolio Candidates -- Ignore unavailable to you. Want to Upgrade?

To: Mike Buckley who wrote (4759)	8/10/1999 8:15:00 AM
From: Frank A. Coluccio	Read Replies (2) \| Respond to of 54805

I wasn't aware that you were in sales. In that case, pay heed to one of the guiding principles which is found in no. 9: "IX. Treat the vendors fairly. They don't need to make a steak, but they should be able to make a sandwich. Everyone needs to win and be appreciated."

To: Mike Buckley who wrote (4759)	8/10/1999 8:31:00 AM
From: DownSouth	Read Replies (1) \| Respond to of 54805

Mike and Frank, I am enjoying your discussion about consulting. I, too, am a sales weenie. I have learned that telling the customer the truth is the most effective part of my strategy. If they don't want to hear the truth then you may not want their business. If they believe the lies of your competitors, you will probably get a shot at their business again later. I find that consultants, most often, are not hired to provide an objective opinion or recommendation to a client. They are hired to justify or validate a decision that has already been made or to implement a solution already selected. My job as a salesman is often to help the customer select my solution before the consultant is hired to validate or implement. In the case where the consultant is hired to make a selection, if I am not already positioned as the customer's choice, I end up doing battle with the consultant's favorite solution. Usually the consultant's favorite solution is based on the fact that they already have the expertise in-house to implement that solution. If the consultant's favorite solution is not selected then the consultant may lose the opportunity to do the implementation. That's where the big bucks are made--implementation, not selection.