Had an enjoyable lunch yesterday with a good guy called Keith, where we were talking about how to arm a prospect so that when their boss looked at two opposing quotes, when ours is the more expensive we can still prevail without dropping our pants. And when I got home

Met a prospect today with an enviably impressive track record.  Founded by a dozen people, ten of them Directors, at the turn of the century, they already sell £29m of lighting product to trade wholesalers.  Their first strapline was “Halogen Lighting Specialists”.  This distinguished them from other competitors, who sold

Lucky enough to stay in one of those trendy boutique type hotel [http://www.hotelduvin.com/]s over the recent bank holiday weekend, the type you like ‘cos it doesn’t remind you of your grandmother’s house, there is a noticable absence of dado rails and porcelain ornaments like

Been dealing with a thoroughly engaging Scotsman recently that sells software all over Europe, Asia Minor and Africa.  When I last met him, he was bemoaning the lack of an Angolan visa, thwarting some of his current ambitions. He gave me a fascinating insight into how his bosses tried to