tag:blogger.com,1999:blog-33244145083145107352011-04-27T12:49:06.784ZThe IT SalesPulse is a sales newsletter and forum for the IT services industry, provided by Steve Rowe a director of Koru Consulting Ltd. Koru is a sales business whose sole aim is to help our clients maximise the return on their investment in sales.Steve Rowehttp://www.blogger.com/profile/00830553575456208277noreply@blogger.comBlogger41100tag:blogger.com,1999:blog-3324414508314510735.post-15751318995465795972007-02-05T14:03:00.000Z2007-02-05T14:12:38.450Z

FIVE STEPS TO IMPROVING YOUR MARGINS – CREATE VALUE OR DIE - Part 2BUILD A LARGE PROSPECT BASEThere is no doubt that having a large base of prospects helps grow margins through volume and through quality. The more you have the better your chance of converting them and you can be choosy about which ones you really want. On the other land companies with poor prospect bases are under pressure and as

Steve Rowehttp://www.blogger.com/profile/00830553575456208277noreply@blogger.com0tag:blogger.com,1999:blog-3324414508314510735.post-1414883691257952522007-01-04T21:10:00.000Z2007-01-04T21:53:00.662Z

FIVE STEPS TO IMPROVING YOUR MARGINS -CREATE VALUE OR DIE!In the first issue of the IT SalesPulse™ I recounted how the IT services industry got to the position where everything had become commoditised, and in issue 2 I identified how 2 major companies were exacerbating the situation. (For more details see below)In this and subsequent issues I will identify how you can start to increase margins,

Steve Rowehttp://www.blogger.com/profile/00830553575456208277noreply@blogger.com0tag:blogger.com,1999:blog-3324414508314510735.post-32449695389422139902006-11-29T20:52:00.000Z2007-01-03T14:13:46.374Z

WHERE HAVE OUR MARGINS GONE? - IT'S GETTING WORSE!First of all let me start with an apology. In the last issue of the IT SalesPulse™ (please see below) I said I would tell you how to start escaping from the low margin syndrome. Unfortunately two very large companies have made it worse in their attempts to get into the SMB market. These are PC World Corporate and BT. You may already be aware of

Steve Rowehttp://www.blogger.com/profile/00830553575456208277noreply@blogger.com0tag:blogger.com,1999:blog-3324414508314510735.post-16579907168692059692006-11-16T13:16:00.000Z2006-11-23T11:59:55.741Z

WHERE HAVE OUR MARGINS GONE?A straight forward answer to this question is that the IT industry has commoditised everything including people.If you have been in this business for 25 years you will know how we got to where we are today, and you can call me to have a long nostalgic chat. However, as I do not anticipate a lot of reminiscing I will give you a brief potted history.In the late 1970’s

Steve Rowehttp://www.blogger.com/profile/00830553575456208277noreply@blogger.com0