“The client’s question, “Are we getting the best deal?” (price negotiation) is very different from “Can we afford this?” (value justification); it is important to understand the difference.”
“Consultants, being the intelligent people we are, have formalized the guessing process; we call it a proposal.”
“People don’t care how much you know, until they know how much you care.”
“Stephen Covey’s sixth habit of highly successful people, “Seek first to understand—then to be understood,” applies to highly successful business developers.”
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