Tag Archives: Contract Negotiations

Back in the Saddle Again…


It was early June 2012 and I just hung up the phone with a customer who kept delaying a direct email campaign I was producing for him because he and his managers couldn’t decide on their core product offering. Having just completed my sixth year of consulting after running companies for the previous 22 years, […]

Part II: How to Ramp-Up to Serve a Fortune 1000 Company


The 5-Step Process: As I mentioned in Part I of this blog, the lessons I learned from living though the “ramp-up” experience resulted in the 5-Step Process I’ve outlined below. But before we start, I’d be remiss if I didn’t point out that for more insights on closing big orders with big companies you should […]

Part I: How to Ramp-Up to Serve a Fortune 1000 Company


Since I launched my first company in 1985 I’ve started a total of six SBEs. Each company was in the B2B space selling to the Fortune 1000. In each case I closed a large order with a F1000 that was the catalyst for significant growth.  And each time I went through the process I learned […]