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I thought your post was terrific. You fleshed out the business questions before approaching any recommendations.

Valeria: You make a good point, one I always ask potential clients to look at: Who and why are particular accounts the ones I like doing business with (because they are profitable, pay on time, are pleasant to work with, etc.). Then determine what they like about you. Now you know what kind of business to target and what message may be most compelling. Well stated, Valeria. Martin

It's a great post, Carolyn Ann. And I do hope our Canadian IT Services friends make it over there and read every word. Thank you.

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