One of the most exciting and potentially time-draining things about starting your own professional services business is negotiating terms with your first few clients. We often go to the blueprints of what we’ve seen somewhere else in our career as a starting point, but maybe that’s not sufficient. How do…

“If you can fill the unforgiving minute With sixty seconds’ worth of distance run - Yours is the Earth and everything that’s in it, And — which is more — you’ll be a Man my son!” - “If” by Rudyard Kipling I don’t think it’s a coincidence that the last…

“[A resume is] a record of a person’s career with all the accomplishments embellished and all the failures removed.” — George Buckley, former CEO of 3M, as told to Geoff Smart and Randy Street in “Who” Resumes are marketing documents: they give you a sense of the person’s profile, but…

Your investors (and your income statement) are telling you that you need to sell more. You have a few customers, but you need to double, even 10x that number at similar or larger contract values this year. Welcome to building a sales team. Most entrepreneurs are in agreement on how…

You’re an entrepreneur- which is American for “I’ll figure it out”- and you’ve figured out a lot: product, investors, your first customers, and the market. But now it’s time to scale, and to scale you need more people. If you’ve been on the startup scene for longer than 5 seconds…

Last year, one of the greatest businessmen of all time passed away. He arguably had more of an impact on computing, the economic trajectory of the United States, and foundations of Silicon Valley’s rise than any other single person. A Jew, he was born in Hungary in 1936 and lived…