Why numbers matter when you prospect

Why numbers matter when you prospect

Very early in my career, I learned a valuable lesson from one of my first mentors. I worked for a national commercial credit firm at the time and my mentor taught me the value of return on investment (ROI).  We were to pick up a $25 million portfolio at prime...
Why second opinions matter

Why second opinions matter

For most important decisions, we seek out multiple data points and opinions. This same approach can be useful for our business processes. I often hear that a prospect or client is already using a product that has predictive modeling embedded in it. However, you aren’t...