Have you seen the movie “Six Degrees of Sep­a­ra­tion”?
If you haven’t, you no doubt have heard of the game, “six degrees of Kevin Bacon”. The game is based on the con­cept of the small world phe­nom­e­non, and rests on the assump­tion that any actor can be linked through his or her film roles […]

When I left you last, I’d just been offered a chance to take my ser­vices some­where else by my employer.    I’m work­ing through all the emotions…shock, denial, fear, anger, nego­ti­at­ing, and feel­ing sorry for myself and my fam­ily.
Bot­tom line is it was time for me to con­front my com­fort zone.   Let me explain.
In most organizations, […]

(Just in time for Hal­loween, no less)
It was bound to hap­pen sooner or later.   Hell, it’s hap­pened to almost every­one I know.
No mat­ter how suc­cess­ful you’ve been in your posi­tion, or how many years you’ve built up your rep­u­ta­tion as an accom­plished sales pro­fes­sional, you’re only as good as your last quar­ter.
Unfor­tu­nately for me, I’d had […]

There’s a prospect I’d been call­ing on, for sev­eral months.   Their project has started and stopped sev­eral times this year, but this past month we were hot and heavy on the clos­ing trail.
We’d agreed on final sys­tem con­fig­u­ra­tion, made arrange­ments for alter­na­tive financ­ing, and come to agree­ment on final pric­ing.
Inter­face specs had been blessed by all parties […]