| WHY CUSTOMERS BUY SERVICES – THE 3ES |
| Tuesday, 17 November 2009 05:15 |
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When purchasing business software and consulting services prospects buy primarily for one of three reasons: expertise, experience, or efficiency. David Maister in his book, True Professionalism, refers to these as the 3Es. Where a prospect is on this spectrum should tell you more about whether or not to pursue this prospect than should feature and functionality fit. To read more, a Subscription is needed: Click here to subscribe |
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The Editor
Bob Scott has been informing and entertaining the mid-market financial software community with his email newsletters for 10 years. And he has been covering this market through print publications for 18 years, first as technology editor of Accounting Today and then as the Editor of Accounting Technology from 1997 through 2009. He has covered the traditional tax and accounting profession during the same time and continues to address that as executive editor of the Progressive Accountant.
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About the Author: Gene Marks, a columnist, author, and business owner, writes monthly online management and technology columns for Forbes and Business Week and a bi-weekly column that appears nationally in American City Business Journals. His books include Gene's books include the #1 Amazon Small Business Best Seller The Streetwise Small Business Book of Lists (Adams Media), The Small Business Desk Reference (Alpha Books, 2004), Outfoxing The Small Business Owner - Crafty Techniques for Creating a Profitable Relationship (Adams Media, 2005) and The Complete Idiot's Guide To Successful Outsourcing (Alpha Books, 2005). He owns and operates the Marks Group PC, a ten-person firm that provides technology and consulting services to small and medium-sized businesses. Before starting the Marks Group, Marks spent nine years in the entrepreneurial services arm of the international consulting firm KPMG in Philadelphia where he was a senior manager. |
