For many companies, the idea of just having clients sounds good, and the more the merrier. However, the quality of your clients could have a considerable bearing on the success not only of the individual relationships, but on your company too. But what does a ‘quality’ look like and how do you find ‘better’ clients? Well, ultimately, they will ch...
Read MoreTwenty years ago, Salesforce invented the phrase “Software-as-a-Service” or ‘SaaS”. Since then, the growth of this concept has been phenomenal. A few years ago, I was collating Latvian SaaS companies into a single database to facilitate investors. Now, categorizing SaaS enterprises is not a straightforward activity as they fall into so many differe...
Read MoreOne of my favourite movies is A Knight’s Tale. It’s its 20th anniversary, so I watched it once again to mark the occasion. Without giving too much of the plot away, there is a point in the story where Geoffrey Chaucer (yes, THE Geoffrey Chaucer) is invited to join the small protagonist group; this group had grown to know each other very well, wi...
Read MoreThere really is nothing quite like a good bowl of soup; warming, nutritious and tasty. The thing about soup is that there is almost an infinite variety of possibilities of what you can make – whether it is using a different combination of ingredients or a slight variation of the same ingredients. Adjustments to the cooking time or temperature, or...
Read MoreOnce I heard about someone who made an Excel Spreadsheet to determine if his girlfriend would be a good life partner. There was a set of criteria with various values and a total sum to drive a go-no-go decision. Now, that is perhaps a not-so-common practice in a relationship setting.
Read MoreJelena asked me to provide a picture of myself, in a suit, to update my LinkedIn profile. It occurred to me that I haven’t worn a suit in at least a year. Working from home and meeting people from the waist up sort of negates the whole suit idea. This “going to work” is an interesting concept that has become normal over the last year. That physica...
Read MoreEye contact is a crucial form of body language during communication (just as long as you don't stare :-) When you look a person in the eyes it shows that you are paying attention and actually listening to what a person has to say. Having spent many, many hours on Zoom over the last year or so, I think we have all found that maintaining eye contac...
Read MoreONE:You need to obtain a high-level view of the market. This needs to be from your perspective, not a distributor or potential agent who will have inherent bias. Think of it as a 30,000-foot flyover to understand how the market works today. This will give you an indication of your potential revenue from this market. And it will give you a sense of...
Read MoreImagine you are running your country’s summer Olympics team. You have athletes in almost every discipline – swimming, water polo, skateboarding, volleyball, boxing, rugby, fencing and so on. As head of the team, your mandate is to win medals. In the next Olympics, your athletes will be competing against the best in the world. This is no longer loca...
Read MoreEveryone I speak to and everything I read is pointing to a tremendous surge in demand for almost everything. Canada is sitting on about $100 billion of excess savings, which is looking for somewhere to go, and the US is spending trillions on recovery. It also has a huge personal savings stash that's going to go somewhere. We have got people locked...
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