Preparations/discernment
My work as a technology company sales engineer, consultant, and manager has been greatly improved, augmented and complemented by our alliance and association with the folks at Clearview, the group of former Arthur Andersen, EDS, ACS, and Accenture consultants who have built the Waco Internet Technology Gateway in Waco. This is the datacenter where we now maintain our offices in Downtown Waco. One thing I appreciate so much and have made part of my work day, and sales discipline—is taking painstaking time to prepare—especially for prospect presentations. The guys who have spent their careers as consultants know that this is very much a Best Practice. Now, when we are seeking to make a presentation to a client, or prospect, or even to have a discovery meeting to work on building a relationship, my work mate Josh and I make sure we rehearse that meeting, carefully scripting the message, carefully wording the ideas, the thought processes behind our solution or project plans. What this