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November 27, 2017

Though this sounds like something obvious, we at Shipley find that the Executive Summary often degenerates to a eulogy of the vendor. That is, the vendor makes too extreme an effort to keep harping about its credentials and extensive track record of success or may expl...

May 10, 2017

Have you used a plumber or electrician recently?  Imagine calling one of them and describing your problem.  How well equipped would you expect them to be to carry out the job when they turn up? 

How would you react if they turn up with just a screw driver and...

May 10, 2017

How can you tell the strength of an opportunity?  Let me give you a Formula for a Successful Sale.

P P V V C C

Pain – A problem, critical business issue or missed opportunity.  Has the customer admitted that one of these needs to be addressed?

Power – People with influen...