Building a Microsoft SharePoint Practice ? Part 4 | Ron Charity

February 24, 2013

In my past installments I covered a variety of topics regarding how to get started and why, the team, marketing and business relationships and services to focus on.

In this blog I will talk about the customer?s viewpoint and what you must be careful of ? if you want your engagements to be successful. I?ll list a few points that will help you build on the practice through building solid relationships with clients and enabling your staff to perform.

• Managing optics ? so you?re in the business and your trying to convince your prospects that you are. How do you make sure your prospects know you?re in the business? How do you put to rest any doubts? Start paving the way for engagements?
  • Start off by picking your top clients for the next 6 -12 months. Perhaps your CIO and the clients CIO have met and discussed business. Out of that meeting you know they have budget, are willing to give you a shot and you have a list of projects to focus on and points of contact.
  • If you haven?t taken a Target Account Selling or Holden Methods course please do so, best money you spend.
  • Get your technical consultants in from of the client to kick off relationship building. Bringing layers of sales people won?t work, they are not the value of your company. Yes you must engage at different levels but if they don?t see your consultants they won?t believe. The best thing you can do is get your consultants in front of the customer on a regular basis.
  • Let the consultant talk about the projects the company has delivered.
  • Esoteric statements about # of staff and case studies wont close a deal. They might spark interest but coming from a sales person they will not be taken too seriously. If your consultants did the work it will help alot in building credibility. Note that past projects delivered by consultants that have left the company or live and work in a far off country wont help much. These days?clients cross match case studies with the consultants resume.
• Marketing your capability ? the first thing your? clients will probably do is search on your company and consultants names. They will look for a Blog presence, magazine articles and public speaking engagements.
  • Get your consultants published and into public speaking engagements.? Work with publishers and blog sites.
  • If you haven?t read it, read ?Marketing Your Professional Services Organization? by Dick Connor and ?Professional Services Marketing? By Mike Shultz.
  • If you dont have a Knowledge Management (KM) component in your consulting practice, get one and make sure consultants and managers are metric?d on their contributions. Search my blog for KM related how to?s.
• Thin edge of the wedge ? don?t expect the multimillion dollar deals right away. You have to prove yourself. Remember that people do business with those who they trust. People also have a lot of choices and if you screw up, there is someone waiting in line to take your place.
  • Position short two week engagements to get your consultants in there working, developing relationships and demonstrating value.
  • Use that time to scope opportunities and align the proposal with key pain points and risks.
  • Keep your consultants engaged to deliver the first paid engagement so that you maintain relationships and deepen understanding of client?s needs. Aim for a $25-50k engagement. This engagement must position the next engagement. Once completed a presentation to stakeholders is done and the next engagement positioned.
  • The next engagement is up to you. For me the next engagement was $250k, then $1.5mil and then another $1 mil. For another account we invested 6 months and the first engagement was $50k, then $100k then $4.5 mil.

So you do all the above but run into trouble? Here are some warning signs that the client isn?t a good candidate for you:

• Everything is outsourced and not to you ? if everything is outsourced what can you provide? Will the venders cooperate? Risk assessments come to mind, adding new services that are not currently in place today and outsourced.
• Technical staff is gone ? so what?s left then? Managers? Again, read the above.
• Last 3-4 projects were a flop ? perhaps they are so messed up you can?t win? Some organizations are just trouble, need re-orgs to help clean them up.
• The CIO talk didn?t happen ? the talk I mentioned in the prior sections didn?t occur and therefore you have no visibility into the account. Could spin wheels for a long time ? not a good thing.
• No contacts in the account -?strategic?placement, get one of your ex employees in there or a friend on staff.
• You submit a proposal and no response ? they are either not interested, the project is low priority and they don?t want to deal with you.

Of course there are always exceptions to the rule. A potential client I dealt with a few years back through an RFI I thought for sure was a waste of time. We had no regional experience, weak presence there, were almost twice the price but we offered an end to end solution.

Finally, its surprising how many companies just don?t get it. They want the business but don?t want to invest (take any risk) and wonder why they don?t get consistent results.

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Published author, technologist, musician, passionate and results focused, enjoys traveling, yoga, riding my Harley, beaches and meeting people. View all posts by Ron Charity

Source: http://ronjcharity.wordpress.com/2013/02/24/building-a-microsoft-sharepoint-practice-part-4/

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2013 Academy Awards: Who Will Win?

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Oscars are big night for advertisers

Julia Boorstin, CNBC ? ? ? 1 hr.

The Academy Awards is nicknamed "prom for Hollywood," but it isn't just the biggest night of the year for Hollywood star-watching ? it's also one of the biggest live TV events of the year, which means an ad goldmine for ABC (owned by Disney).

Perhaps the most apt nickname for the Oscars is "the Super Bowl for women," because it's one of the most important events of the year for advertisers ? arguably the best occasion to reach a captive audience of women. ABC, which broadcasts the event, said it saw the highest demand for Oscar ads in over a decade.

Read More: Best Picture Winners With the Biggest 'Oscar Bump'

The average 30-second spot sold for between $1.65 million and $1.8 million, the highest prices since 2008, when ads averaged $1.7 million. That means this year ABC will bring in about $85 million in ad revenue, more than it has in over a decade.

Why are live events more valuable? In a word: Twitter. Chatter on Twitter and Facebook is driving more people to be part of the conversation and watch in real time, which means they're watching ads.

And this year ABC is looking to grow the social conversation with a new interactive app and Facebook ballot, which allows movie fans to watch and comment on the show with their friends.

Read More: 13 Actors Hit With The Oscar Curse

Plus, there's hope that new host Seth Macfarlane will draw younger and more male viewers, to balance out the traditionally female audience. Hyundi and JC Penney, which were the biggest ad buyers in last year's telecast are both returning. And we'll see two tech rivals duke it out: Apple and rival Samsung have both bought slots.

So how does ABC's $85 million take compare? Rival CBS has more big one-off events. In addition to the Grammys, where 30-second spots run as much as $900,000, it also has the Country Music Awards. And this year, it was CBS' turn in the Super Bowl rotation between CBS, Fox and NBC, and Super Bowl spots were the most expensive they've ever been ? as much as $3.8 million.

Read More: Jumping Into Oscar Buzz: Aflac for Affleck

Fox has the biggest regular live show, "American Idol," and NBC has Sunday Night Football, where ads run north of half a million dollars. With the rise of DVR usage, the networks ?ad advertisers ? are willing to pay more and more to capture viewers' attention for rare real-time viewing.

Source: http://www.nbcnews.com/business/oscars-are-big-night-advertisers-1C8499586

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French leader seeks meat labels, urges local beef

PARIS (AP) ? France will press all of Europe to impose strict labeling rules on the meat inside prepared foods to restore confidence that has been shaken by a widening scandal on horse meat that was mislabeled and cooked into frozen dinners, the president said Saturday.

Three major French food companies, including one at the heart of the horse meat furor, agreed over the past two days to use only French beef in the prepared meals they sell in the country. Italy on Saturday registered its first case, with horse DNA discovered in pre-packaged lasagna from a Bologna-based food-maker, Primia. The meat was in the bolognese sauce.

The horse meat scandal began with tons of horse meat from Romanian abattoirs exported to France, where it was processed into ready-made meals. Romanian authorities said the meat was correctly labeled as horse and that the fraud occurred further down the food supply chain.

Since then, horse meat has turned up across Europe in frozen supermarket meals and in restaurants, schools and hospitals.

Under current European rules, companies are supposed to indicate the kind of meat in prepared foods, but not its origins. President Francois Hollande, speaking at the French Agricultural Salon, said he expected it would take several months to persuade other countries to go along with the rule change.

The fraud was possible "because there wasn't labeling," Hollande said. "Consumers should be able to know the provenance of the products they consume, especially for meats."

The French frozen food manufacturer Findus was among the first companies to acknowledge the mislabeled horse meat, which was shipped from country to country before finding its way into prepared foods. Findus and grocery chains Carrefour and Intermarche said they would now use French beef exclusively in prepared foods for consumers.

Source: http://news.yahoo.com/french-leader-seeks-meat-labels-urges-local-beef-154506106--finance.html

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[NFL News] Mike McDaniel Is Redskins New Wide Receivers Coach

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	Mike McDaniel Is Redskins New Wide Receivers Coach
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Mike McDaniel is the Washington Redskins' new wide receivers coach.

He replaces Ike Hilliard, who left Washington after two seasons to work for the Buffalo Bills.

McDaniel has been an offensive assistant with the Redskins the last two seasons. He worked for the Houston Texans from 2006-08.

The Redskins announced McDaniel's new job Saturday.

Source: Associated Press

Source: http://gridironfans.com/forums/showthread.php?t=216993

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Reprogramming cells to fight diabetes

Feb. 22, 2013 ? For years researchers have been searching for a way to treat diabetics by reactivating their insulin-producing beta cells, with limited success. The "reprogramming" of related alpha cells into beta cells may one day offer a novel and complementary approach for treating type 2 diabetes. Treating human and mouse cells with compounds that modify cell nuclear material called chromatin induced the expression of beta cell genes in alpha cells, according to a new study that appears online in the Journal of Clinical Investigation.

"This would be a win-win situation for diabetics -- they would have more insulin-producing beta cells and there would be fewer glucagon-producing alpha cells," says lead author Klaus H. Kaestner, Ph.D., professor of Genetics and member of the Institute of Diabetes, Obesity and Metabolism, Perelman School of Medicine, University of Pennsylvania. Type 2 diabetics not only lack insulin, but they also produce too much glucagon.

Both type 1 and type 2 diabetes are caused by insufficient numbers of insulin-producing beta cells. In theory, transplantation of healthy beta cells -- for type 1 diabetics in combination with immunosuppression to control autoimmunity -- should halt the disease, yet researchers have not yet been able to generate these cells in the lab at high efficiency, whether from embryonic stem cells or by reprogramming mature cell types.

Alpha cells are another type of endocrine cell in the pancreas. They are responsible for synthesizing and secreting the peptide hormone glucagon, which elevates glucose levels in the blood.

"We treated human islet cells with a chemical that inhibits a protein that puts methyl chemical groups on histones, which -- among many other effects -- leads to removal of some histone modifications that affect gene expression," says Kaestner. "We then found a high frequency of alpha cells that expressed beta-cell markers, and even produced some insulin, after drug treatment.

Histones are protein complexes around which DNA strands are wrapped in a cell's nucleus.

The team discovered that many genes in alpha cells are marked by both activating- and repressing-histone modifications. This included many genes important in beta-cell function. In one state, when a certain gene is turned off, the gene can be readily activated by removing a modification that represses the histone.

"To some extent human alpha cells appear to be in a 'plastic' epigenetic state," explains Kaestner. "We reasoned we might use that to reprogram alpha cells towards the beta-cell phenotype to produce these much-needed insulin-producing cells."

Co-authors are Nuria C. Bramswig, Logan Everett, Jonathan Schug, Chengyang Liu, Yanping Luo, and Ali Naji, all from Penn, and Markus Grompe, Craig Dorrell, and Philip R. Streeter from the Oregon Health & Science University. The Oregon group developed a panel of human endocrine cell type-specific antibodies for cell sorting.

The research was supported by the National Institute of Diabetes and Digestive and Kidney Diseases (U01 DK070430, U42 RR006042, U01DK089529, R01DK088383, U01DK089569) and by the Beckman Research Center/NIDDK/Integrated Islet Distribution Program (10028044).

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The above story is reprinted from materials provided by Perelman School of Medicine at the University of Pennsylvania.

Note: Materials may be edited for content and length. For further information, please contact the source cited above.

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Journal Reference:

1. Nuria C. Bramswig, Logan J. Everett, Jonathan Schug, Craig Dorrell, Chengyang Liu, Yanping Luo, Philip R. Streeter, Ali Naji, Markus Grompe, Klaus H. Kaestner. Epigenomic plasticity enables human pancreatic ? to ? cell reprogramming. Journal of Clinical Investigation, 2013; DOI: 10.1172/JCI66514

Note: If no author is given, the source is cited instead.

Disclaimer: This article is not intended to provide medical advice, diagnosis or treatment. Views expressed here do not necessarily reflect those of ScienceDaily or its staff.

Source: http://feeds.sciencedaily.com/~r/sciencedaily/top_news/~3/YsxoP3tN1kI/130223111356.htm

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