Episode 126: Tom “Bald Dog” Varjan

Tom Varjan talks about his transition from being a computer engineer to an expert in business development for IT firms, how his business fell and recovered, and why he chose the solopreneur path over delegating!

In This Episode, You'll Learn about...

  • Money must come from the right client
  • Necessity of testimonials
  • His second career outside of IT consulting
  • Going from practitioner to coach/mentor
  • Getting his business started
  • Changing course from delegating to solopreneur
  • Focusing too much on growth revenue
  • The “brains vs brauns” conversation
  • Selling expertise is not like selling cars
  • Conversations that make you a trusted advisor

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