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Making Sense of eBay: PSPs
The First in a Many Part Series
by Howard A. Samuels
In the last issue of the Mercator Monitor, David Wolf introduced the concept of eBay evolving into a platform that also serves the business-to-business market. David touched upon a few of the challenges of working with eBay as a business seller, and how a number of Preferred Solution Providers (PSPs) have emerged to address these challenges.
In this article, I will compare and contrast the different PSPs in more detail and provide a few insights on how best to work with them.
[FULL STORY]
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Knowledge Mergers....Merging Knowledge
Does Knowledge Management have anything to do with Mergers & Acqusitions?
by Roberto Cremonini
When Peter Drucker introduced the term knowledge worker, he predicted that knowledge would play an increasingly important role in what companies do and how they operate. Today, the term knowledge economy is widely used and the discipline of knowledge management (KM) has become a critical component of what makes companies succeed.
[FULL STORY]
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Negotiating M&A Intermediaries Engagement Letters
The First In a Two-Part Series
by Edwin L. Miller, Jr.
Both sellers and buyers frequently use the services of an intermediary in M+A transactions. Although sellers are reluctant to pay the related fees, most experienced sellers and their advisers believe that in transactions of any substantial size an intermediary adds value in locating potential buyers, assisting in the pricing the transaction, assisting in negotiating the agreements and bringing the transaction to a successful conclusion.
[FULL STORY]
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Changing the Way You Respond to "Request for Proposals" in a Challenging Economy
by Kevin Temple
Over the last few quarters, many of our customers have seen an increase in slipped forecasts, even when high visibility RFPs have been submitted. Since we all know that the economy has slowed down, it's no surprise to hear about this situation. But what is a surprise is that many sales teams still go through the same motions of responding to the RFP, when the likelihood of success is so low.
[FULL STORY]
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ARCHIVE
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Issue 4
March 17, 2003
Vol. 2
Issue 2
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Issue 3
January 15, 2003
Vol. 2
Issue 1
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Issue 2
November 19, 2002
Vol. 1
Issue 2
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Issue 1
September 12, 2002
Vol. 1
Issue 1
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