Yesterday I wrote about how I did a list of what I loved and hated about what I do. And I realised that I had delegated away a whole load of tasks that

I went to a funeral the other day, so I'm afraid the next few letters are going to be a bit more reflective than usual. (By the way, these letters are

Blair states that this is probably the easiest of the four conversations - if you've done the previous three correctly. The transition is the one I alluded to in "the

The second conversation of the four is about qualification. This is your standard sales stuff. * Do they have a need? * Do they have the budget? * Is this the actual buyer? This is a

This is the most important conversation of the lot, and the hardest to master. I certainly struggle with it. The aim of this conversation is to ascertain the value of the project to