A question came up last week, and it’s a question we hear frequently when people are learning the IMPAX Process, “How long should a presentation take to deliver?”

Of course, there is no single answer. The answer depends on a number of factors. Here are a few of those factors:

Networking is, and always has been, one of the most critical skills in business development. It is a skill that has opened doors, helped us build credibility and increased our odds of success. Although much has changed in business development over the past many years, the importance of...

Over the past few months, we have reviewed these 4 key steps of the Translation process:

This is the next Tip in a series supporting the concept of “Translation” – a process for developing more powerful business fit statements.

The process of Translation includes four steps. The first step is gathering the right knowledge about the customer by asking business and...

This is the next Tip in a series supporting the concept of “Translation” – a process for developing more powerful business fit statements.

The process of Translation includes four steps. The first is gathering the right knowledge about the customer by asking business and...

The process of Translation includes four steps. The first is gathering the right knowledge about the customer by asking business and solution...

In our last Tip, we introduced the term “Translation” in support of the idea of developing more compelling business fit statements. We broke Translation down to 4 steps. The...

At the heart of the IMPAX Process is the Business Fit, and we define it as, “How two (or more) companies, working together, can assist the customer in attaining business objectives, implementing strategies and/or resolving issues.” Determining the Business Fit requires strong customer knowledge...

When IMPAX is working with a new client, it is common for us to hear questions like:

“Is the IMPAX Process complex?” “How long does it take to use the process?” “Will it lengthen the sales cycle?”

Our answer is always the same – it depends. What does it depend on?...

Innovation. You can’t read a business article, blog or twitter feed without running across this word multiple times.

Innovation has been defined as: making changes in something established, especially by introducing new methods, ideas, or products.

Now, more...