Articulating business value

One of the hardest things in selling professional services is to properly articulate the business value of your solution in your proposal, especially during an economic downturn. We in the “Microsoft partner camp” are often not very good at establishing … [read more]

Proactive Business Analysis, Not Order Taking

When discussing project vision, business requirements and software specifications with clients, a typical challenge is that the business analyst doesn’t act as a discussion partner but rather an order taker who has no opinions of his own. Many business analysts … [read more]