Guest Blogger: Gary Pines
I have invited my colleague, Gary Pines, to write the following entry. Gary has sold professional services for thirty years as an actuary and a consultant. Among his clients have been some of the largest coporations in the world. He has spent the last five years at Harding & Company, helping those who do and manage client work learn to sell it.
He has published articles on selling professional services in The Actuary and Consulting to Management. He is a contributor to the second edition of my first book, Rain Making, which is scheduled for publication in February, 2008.
