Successful B2B Marketing and Business Development – Become a Trusted Advisor

Here is some advice for business to business service businesses, i.e., professional business services. If you want to gain more customers you must be viewed as a trusted advisor. Large corporations are finding that they have to use consultative sales techniques to win business. The days of the adage “the three most important aspects of sales are close, close and close” are over. This is especially true with the advent of web 2.0 marketing and sales. There is a great book on the market entitled Spin Selling by Neil Rackham, and while it has been around for a while, it is gaining ground in influencing sales and business development departments in companies large and small. Neil advocates consultative selling….in other words, establishing your self and your company as a trusted advisor.

Briefly, Spin Selling is a style of selling that takes the emphasis off presentation and closing and puts it on discovery of needs. It achieves this discovery with four types of questions, thus the acronym SPIN. It stands for Situation, Problem, Implication and Needs-Payoff questions that are designed to discover pain/problems and lead the prospect to the logical conclusion of a solution that becomes increasingly self evident. In order for this to work properly, the seller has to establish him/herself as a trusted authority who understands the prospects pain and likewise the solution to it.

So how do you establish yourself as a trusted advisor? The answer is made easy with web 2.0 and the social media. The first way that I would suggest is to publish a blog that offers helpful information to the market that you seek to serve. If you maintain a blog that offers at least forty articles a year, (I think more is better) that publishes information that is beneficial to your market segment you have gone a long way toward becoming a trusted advisor. If you don’t have time to write articles all the time, you can find writers that will take your topics, use your research and information and will write your articles for you. I think that you can find writers that will give you quality at an affordable price.

You can use FaceBook, LinkedIn, and twitter to establish yourself as a trusted advisor also. A great way to do it is by sharing blog and news articles that you happen across in your daily web activity. They can be written by others and, you show yourself as a trusted advisor by the articles that you choose to share. It is all about presenting value to people. If I use myself as an example, I can assure you, that even when I spell out how to do things in marketing…making it possible for one to do it on their own, the truth is that many people are too busy to do it themselves and will then call on me to do it for them and, they choose to do that because they see me as a trusted advisor an expert.

The Importance of Strategy and Governance for Global Business Services

Welcome to my third article in a series focused on insights, experience and practical advice on an operating model called Global Business Services (GBS). The GBS operating model is the latest step in the evolution of shared services (SS). To refresh your memory, SS is an operational model that’s been around for decades. It enables functional resources (i.e., HR, IT, Finance, etc.) to be leveraged across an entire organization, resulting in lower service costs. My first article discussed the evolution from traditional SS to GBS, the drivers for the change and the desired benefits. Article two highlighted that even though the transition to GBS continues, there seems to be a return on investment (ROI) shortfall with a number of implementations. The primary reasons for the ROI shortfall and some solutions to enhance success were also covered. This third article takes a “deep dive” on two key elements to ensure a successful GBS implementation: strategy and governance. Let’s get started.

When you talk to experts who guide companies through GBS transformations (and I have had the pleasure of working with many of them, such as Deloitte, Accenture, The Hackett Group, and others), or talk with GBS leaders who are viewed as having world-class GBS operations, similar critical success factors (CSFs) are consistently mentioned. Some of these CSFs mentioned include:

1. Executive Leadership – getting the entire C-Suite aligned and onboard.

2. Technology Enablement – making the appropriate investments in people, process and technology to ensure success.

3. Delivering on Commitments – meeting cost savings targets and aligning your deliverables/measures with your clients’ expectations.

4. Critical Mass – transitioning enough process scope and execution authority that is impactful to P&L.

There are several other CSFs that could be added to the above list. However, there are two items that are foundational and provide the direction to the above items… strategy and governance. A famous proverb says, “Without vision people perish.” Translating this to a business context, “Without a strategy, your initiative will ultimately fail.”

Importance of Strategy

Strategy is critical for every corporation and especially for every major transformation. For GBS, lack of strategy alignment at the C-Suite is largely viewed as the #1 reason for failure. The GBS operation may not fail immediately, but if the strategy gaps are not addressed over time, it will lose its influence and relevance, and will ultimately fail and be restructured. So what are the elements of a good GBS strategy? There are several, but here are the main ones:

1. Primary Purpose – define primary focus, such as cost reduction, scalability/growth, regulatory compliance, etc.

2. Scope of Coverage – define processes that will be transitioned into GBS at the start, and will be candidates for the future.

3. Service Delivery Methodology – define approach of how services will be delivered to clients. Internal (or captive) vs. outsourced centers; global vs. regional centers, etc.

4. Governance – initial organizational structure, operational roles and responsibilities across the enterprise, and executive leadership roles to provides GBS direction.

5. Execution Plan – transition methodology discussing sequencing of businesses and geographies on a timeline.

There is a significant amount of work that goes into developing an effective GBS strategy, and it clearly requires enterprise-wide inputs and alignment. In a McKinsey Quarterly survey, it stated that companies are typically investing an average of six (6) months in transformation planning, and sometimes are still not able to set clear goals. McKinsey’s recommendation (and mine) is to take the additional time needed to ensure a clear and aligned strategy which improves the likelihood of a successful transformation.

Importance of Governance

Governance, in many respects is part of the strategy. Just like strategy, if there is no enterprise governance in place, GBS is doomed for failure. So, what does effective governance look like? The major elements include:

1. Executive Board – serves roles of both advocate and critic with clear accountability for performance management, ongoing strategy adjustments, and capital approval authority.

2. Clear Accountability – clear roles and responsibilities definition between Executive Board (EB), GBS leadership, outsourcing partners, business clients on decision rights, service level changes, delegation of authority, etc.

3. Voice of Customer – incorporation of regular mechanisms via client councils and other venues to clearly solicit inputs/requests/changes from business leaders.

4. Strategic Alignment – ensures ongoing review and alignment of the organizational direction across the C-Suite.

In many companies, the term governance is viewed as “slow-moving” or “beauracratic.” For GBS, it has to be the opposite – being agile, dynamic and continuing to evolve as the company changes. Governance must flex as business client expectations rise, technology platforms evolves and most importantly, as executive leaders and their expectations change. This is absolutely critical!


The growth of GBS continues and is forecasted to be robust through the end of the decade. However, expectations for even greater results and ROI will continue, as companies keep pushing for higher levels of automation, lower service costs, and higher profit margins while improving the customer experience. To accomplish all those things, one needs to utilize some of the items covered in these three articles. The key takeaways include:

– Executive Commitment.

– Robust planning effort with focus on strategy and governance.

– Anticipate the ROI Shortfalls and Implement the critical success factors.

– Continually “raise the bar”, as business clients push greater results and improved customer experience.

Thank you for your interest and attention. I look forward to your feedback and comments.

IT Consulting and Business Services – Top 4 Issues to Consider Before Hiring a Technical Consultant

1. Will A technical solution really help your bottom line? Technical consulting is more than just laptops and wireless internet. Consulting doesn’t just help you with basic IT solutions, it helps your company resolve business problems. Consultants can help streamline your daily activity while simultaneously providing feedback for long-term outlooks. Consultants can help you reduce cost, overhead, inventory, by implementing technical solutions that will benefit businesses in order to take full advantage of their business environment. Whether you’re a small or medium business, or an enterprise corporation, in this day in age, proper technological solutions are must for any growing company.

2. Do you have the technical expertise? If you don’t have the technical expertise, its best to get it from a reliable source. If not with us, there are many companies that will give you a low cost evaluation. Just make sure the people who evaluate your business needs are actually experts. In other words, make them show you that they have at least 10 years of experience dealing with companies like yours and what benefits they can offer. Ask if they have any special certifications. IT Consultants should earn your trust!

3. Do you have the time or resources needed? IT solutions like anything, take time and planning. Consulting companies need to have the proper vendor connections, adequate on-staff technical experts, and a project manager specifically assigned to you. Ask the consulting company about their authorized vendors programs. Make sure they are working to provide the best solutions for you, not to just sell you a product! Make sure that the consulting company has a team that that is working on your business solutions, not a one man show!

4. Is it all worth it? This is not a trick question! A technical solution does not always yield an immediate benefit. A seasoned consultant will advise you of technical gaps in your business, how to address these gaps, and how it will benefit your company. Depending on the business issue, technical solutions vary in cost and time. Try to give the consulting company a budget to work with. Just remember if it’s too good to be true, it probably is!

There is no right answer to any of these questions, but some answers should throw up red flags:

· Pay first, results later schemes!

· If a company gives you solutions before hearing your problems.

· If a company is not an authorized vendor for multiple hardware and software. EX: if an IT Company only is authorized to sell HP and Lenovo, but not Dell. What do you imagine they will try to sell you?

· If a consultant cannot supply you with a list of experiences or references.

You can learn about all the different areas of technical consulting an IT company can offer at []

About the Author: Joseph Harlow has over 15 years of technical consulting experience, working with industry leaders such as Deloitte Consulting, Shell Oil, Blue Cross Blue Sheild, TCBY, and now consults small and medium businesses.

Marketing a Business With a Book – Eight Ways Writing a Book Increases Business

When running a business, it pays to write a book. There are personal, professional, and financial benefits that come with the publishing of personal expertise and experience in any field. There are at least eight simple ways to increase business by writing a book.

1. Writing a book inspires respect. One may have been stuck in a rut, with patients giving little acknowledgement of one’s knowledge or expertise. Suddenly, when the book is published and on the bookshelves, the author is seen as a beacon of wisdom. Clients or customers give her or him the respect that has always been due.

2. Having a book on the shelves increases status. Colleagues begin to treat the author as a valued member of the professional or business world. She or he may receive more invitations to parties and dinners. The author will become a popular person to be seen around.

3. Selling a book increases public exposure. The author writes and markets a book. Soon, speaking engagements will be requested by clubs, colleges, and bookstores. The more time one spends talking about one’s expert opinions, the more well-known one becomes both as an author and as a business owner.

4. A cycle of profitability ensues. The book is sold, the speaking engagements come along, that sells the book, and business increases. Then, the customers of the business will want to buy the book too, which will, in turn, lead to more speaking engagements, and the cycle will continue.

5. Marketing a business with a book will generate leads for the business. Whether one is a salesperson or even a dentist, leads for new clients or customers are essential. Even dentists send out advertisements these days. If they publish a book, their list of leads will multiply.

6. An author with a book will have better relationships with current clients or customers. People who feel that they are dealing with an authority on a subject will listen more closely when that person speaks. They will have more patience and be more polite. They see the author as a better person, in a way, after the book is selling many copies.

7. An author can benefit from branding. When the book comes out, the media will mention the title of the book over and over. In every press release or radio interview, the author’s name and book title will be given. After a time, the author will be instantly memorable as the person who wrote the book with the interesting title.

8. After writing a book to market business services, one can charge higher fees. This does not mean that one charges more than the goods or services are worth. Rather, it means that one can finally stand up and request the full amount that the product or service is worth. The public will be willing to pay it because one is known as an expert.

Besides all these benefits, there is one other way writing a book can help an author. If a businessperson wants to pass on knowledge to others, it is a good way to do it. One can have an impact on the lives of others through the book, while at the same time, grow one’s own business.

AdSense Business Services

There are many ways to earn money especially when it comes to the industry of business services. One among the various business services is the AdSense service. AdSense is a state of the art advertising program which places advertisements in your website. When internet browsers look at the ad on your site, and if these ads are relevant to your site content, then they might want to look at more information and click the advertisement. So, what your AdSense does for you is that it instigates the individual to click your ad and look what it has to offer.

The basic idea of AdSense is clicking transforms to earning – the click rate or the rate at which a viewer clicks on the ads that are posted through any of the AdSense service in the site, the owner of the site will earn money. In simple words if you own a site with ads placed by AdSense, and when your visitor clicks on those ads you get money credited to your account. This concept is generally mentioned as click through rate (CTR).

The catch here is that you need to have meaningful and relevant advertisements placed on your site. This is what will make your visitors to click on these ads with the purpose of getting more information. If the site content and the ads don’t match, then not many visitors will want to look at your ads.

First things first – when you are planning to earn money over the internet using the AdSense business service, there are certain things to be done initially. First and foremost you need to own a website. That website should be an authorized one and should contain a valid content without any false information. Once you are all set then you need to create an AdSense account from any of the authorized advertiser. Register you account by entering your valid website URL. It will take about 2 to 3 days for reviewing your website and the AdSense advertiser will review your website for the content and the usage and will approve accordingly.

The point that should be noted here is that if your content is not valid you will be no more eligible for AdSense. Once your account with the AdSense is approved the AdSense advertisers will place relevant ads in your website that contains some similarity with the content that are in your website. AdSense will then start working, helping you to earn money. Whenever a viewer enters your website and click on the ads placed by the AdSense people you get money credited to your account. This is a simple way to earn money. Be sure that you do not engage in fraudulent activity by clicking the ads in your own websites.

To know more about AdSense Consulting follow the link highlighted. Here there is more information about the AdSense services which will help you or guide you in knowing more relevant information about AdSense.

Secrets of How Authors Can Sell Books by the 1000s to Organizations for Incentive Programs

Are you an assistant-to-authors or a do-it-yourself author? Do you include selling books to business organizations in your marketing program? You should.

By getting outside of the bookstore channel, you will have the potential of selling not just one book at a time but 1000s of books at a time. You’ll want to take advantage of these powerful strategies if you are…

An assistant-to-authors, regardless of your title: Virtual Assistant, Virtual Authors Assistant, Book Coach, Book Shepherd, Online Business Manager, Author’s Assistant
A published author who desires to help more people through higher book sales
A published coach, consultant, speaker or trainer who wants to catapult your reputation and open opportunities to sell other products and services
A published author who wants to make serious money by selling books by the 1000s at a time
A published author with disappointing book sales who wants to recover your financial investment in your book
A self-published author who wants to leverage better sales into acquiring additional sales channels or a publishing house
A published author who is ready to update an existing book but needs to sell the remaining inventory of the current version to help finance the update
An aspiring author who is looking for direction about what kind of book will be attractive in the marketplace
An aspiring author who knows you will be much more successful if you plan ahead about how and to whom you will market the book before and during the creation of it

Why Authors Get Frustrated with Book Sales: The Bookstore Trap – Boxes of Books with Nowhere to Go

If the author is like most, the process of writing and getting the book published was a painful experience, whether it was self-published, the author was able to get a traditional publisher or opted for a print-on-demand publisher. It took far longer and far more effort than was ever imagined it would.

Next the author may have experienced the “post-partum blues,” the separation anxiety that comes with the book finally being “delivered,” a vague empty feeling.

After the author got his or her life back to some semblance of normalcy, the day came when they fully confronted a realization. The books aren’t selling in any significant numbers. The author has boxes of books sitting in the garage or basement, the office, a warehouse somewhere. Sure, a few books have been sold at events, or a dozen here and there at book signings and such. But at that pace, the author in the storage business more than she is in the practice-building business!

The author begins musing, “What is the point of creating a book to help people and to promote yourself if nobody ever sees it? What’s the point of taking time away from my clients or other work to do book signings, only to sell a mere dozen or so books per event?”

Since the books aren’t going to sell themselves, the author may have made some efforts to figure out the book marketing and distribution business to try to break into bookstores, only to find it all archaic, complex and frustrating. She may even have gotten into a bookstore or two. But the books didn’t move, because nobody knows the books are there.

“I don’t have time for this!” the author probably exclaimed at some point. “This is not how I want to spend my life!”

But the reality is, if book sales are to be, it’s up to the author.

Welcome to the Bookstore Trap.

You’re not alone. The vast majority of authors have a disappointing publishing experience. At The Book Standard Summit 2005, Nielsen Bookscan reported that 93% of the books sold at retail in 2004 sold less than 1000 copies!

Self-publishers don’t do as well. Overall, the average self-published book sells around 250 copies! (Granted, it allowed them to get their book published when it probably wouldn’t have been published otherwise. )

The problem is that most authors and independent publishers focus almost exclusively on trying to get their books into bookstores. Even if you’re initially successful in passing muster, if your marketing efforts don’t drive people to the bookstore to buy your book in significant numbers within the first 30 days or so, the books are going to be returned. Bookstores return some 60% of all books they order!!!

But There is Good News

Here’s the fact that I’m asking you to focus on to break out of the less-than-1000-copies bookstore sales trap: According to a Feb 2005 report from the Association of American Publishers, of the $23.7 billion of books sold in 2004, only 45% were sold through bookstores, the most competitive and challenging-to-penetrate channel for selling books. That means that non-bookstore outlets account for more book sales than bookstores!!!

So, if you learn how NOT to be dependent on bookstores for sales, you’re tapping into the majority of the book market (55%)!!!

So, What’s the Answer?

One of the most powerful strategies for tapping into the non-bookstore market is selling large quantities of books to organizations for use as incentives, the billion-dollar book portion of the $46 billion business gifts and incentives market.

The what? The incentives marketplace is that part of non-bookstore sales comprised of organizations – corporations, associations, charities, etc. – that buy books to use as a incentive (gift ) for customers and prospects or as an incentive to employees or channel partners. (Some people use the term “premiums” to differentiate the merchandise portion of incentives. That is, to distinguish merchandise from cash, travel, etc.) When these organizations buy a book, they order it by the 1000’s, the 10’s of thousands, even the 100’s of thousands.

A study conducted by the Incentive Marketing Association ( among a broad spectrum of companies revealed that 82% of them used merchandise or travel as incentives. Even more significant, they reported an 80% success rate in achieving their goals.

Are Your Clients’ Books or Your Book a Candidate for Incentive Sales?

If your non-fiction book provides quality how-to information, if it inspires or entertains, if it’s well designed and put-together, it’s a candidate. Any corporation, association or other non-profit which has target audiences that match those of your book, and whose management feels your book reflects positively on its brand values, are potential candidates.

How Big are Incentive Deals, Really?

As an incentive for joining their condensed book club, Reader’s Digest gave away 750,000 copies of Judith King’s Greatest Gift Guide Ever.
Grossett & Dunlap offered Nancy Drew and Hardy Boys books as a self-liquidating (break-even) incentive on 20 million boxes of Post Raisin Bran cereal, resulting in the sale of over one million books!
R.J. Reynolds distributed 1.5 million copies of the Great Trails Road Atlas as an on-pack (attached to the package) incentive offer on cartons of Marlboros to promote the image of the Marlboro Man.

Are all the deals that big?


U.S. West purchased 2,000 copies of Talking with Your Customers to demonstrate appreciation to their Yellow Pages advertisers
Before the publish date, Kenneth Blanchard sent copies of Who Moved My Cheese to the CEOs of corporations. The Bank of Hawaii bought 4000, Mercedes Benz 7000, and Southwest Airlines 27,000.
Judy Dugan sold 5,000 copies of her self-published book, Santa Barbara Highlights and History, to a Santa Barbara bank who gave a copy to every customer who came in to a new branch opening

The Average Size of Deals

According to, most of the sales of books as incentives start at a quantity of 5,000 books and goes up from there. That’s at least 5,000 people benefiting from having your expertise in their hands and each of them telling probably 5+ other people about it.

And if you personally made a net profit – after production and shipping costs, which the buyer covers – of $2 a book, that’s $10,000

$2 a book = $20,000

$4 a book = $40,000

And what if they wanted 30,000 copies of your book or more? Such deals are happening all year long.

So, Giving Things to Customers is Pretty Much How Organizations Use Incentives?

There’s a real “whew” list of ways. In a 2003 study by Louisiana State University and Glenrich Business Studies, 2000 randomly selected promotional product distributors ranked usage of promotional products in different types of programs as follows:


Business Gifts: Gifts to foster customer goodwill and retention
Employee Relations & Events: Morale and motivation, corporate/employee events, employee orientation, organizational commitment/corporate identity, corporate communication, employee training (other than safety), employee referral programs
Trade Shows: Trade-show traffic generation
Brand Awareness: Promotion of brand awareness and brand loyalty
Employee Service Awards: Anniversary recognition, service awards, etc.
Dealer/Distributor Programs: Dealer incentives, co-op programs, company stores
Public Relations: Corporate involvement with community, fundraising, sponsorship, school programs, media relations, corporate image
New Customer/Account Generation: New customer or new account generation
Internal Promotions: Sales incentive, TQM/quality programs, productivity, inventory reduction, error reduction, attendance improvement
New Product/Service Introduction: New product or service introduction
Safety Education/Incentive: Employee safety and education
Not-For-Profit Programs: Not-for-profit use for fundraising, public awareness campaigns (health, environment, public safety, etc.)
Customer Referral: Customer referral incentive programs
Marketing Research: Marketing research, survey, and focus group participation programs

So, How Big are the Benefits to the Author of Selling to This Market?

You be the judge:

It’s likely to be the best thing you’ve ever done to promote your practice and other products and services. Success provides you greater exposure, credibility, pride and self-confidence
Unlike bookstore channels, you have little or no competition! Because authors and independent publishers don’t understand this market, organizations receive very few, if any, proposals. Present yourself professionally and persuasively (with the tools I’ll give you) and you have a great chance at getting noticed and considered
Selling to the incentives market is totally compatible with any other marketing or distribution program you’re doing. And it doesn’t matter if you self-published, used a traditional publisher or a POD publisher (more below).
You can pursue the program even if your book isn’t published yet. If fact, in some cases, that may even be an advantage
By building a track record of book sales, you open the door to other opportunities – traditional publishers, literary agents, other sales channels, partners, clients. It only opens other doors for you, while closing none
It has a high Return-on-Time-Invested (ROTI). For the amount of time you would invest in, say, setting up and conducting six book signings – where you might sell a few dozen books at most -you can create multiple opportunities to sell 1000’s of books
Unlike books sold to bookstores, books sold as incentives are non-returnable. You’re not left wondering how many are going to come back, and especially in damaged condition
Selling to the incentives market is fast pay. While bookstores typically pay in 90 days or so, most incentive sales not only call for a deposit of as much as 50% – which should cover your printing costs by the way, so you have no out of pocket costs for printing – and payment of the balance within 30 days of delivery. That not only allows you to recover your investment in publishing the book, it allows you to invest in all the other things you want to do to build your practice
Once you have a sales agreement or purchase order in hand for a bulk sale, it can be bid out to an offset printer to get the cost of production way down. If you’ve self-published, that dramatically increases you profit. If you used a traditional publisher, that gets the publisher’s cost down, so it may not make you more money, but it helps seal the deal because the lower printing cost allows you to offer a more attractive discount to the buyer
While the offset printer is printing the books for your buyer, you can have him print additional copies you can use to fulfill orders from other sources. The much lower printing costs means you make more from every other book you sell to other sources

So with Many Benefits to Authors, and It Being Such a Big Market, Why Isn’t the Market Better Known to Authors and Independent Publishers?

First, it’s because there isn’t a formal, organized channel to bring buyers and sellers together. Yes, there are a few incentive trade shows where buyers and sellers link up, but few authors and independent publishers invest the time and money to set up a booth there
Second, it’s because independent publishers are primarily specialists in the traditional bookstore publishing business. It’s what they know. Few know how to target, approach or talk the language of the marketing and human resources managers who implement incentive programs in organizations
Third, although some book marketing experts talk in their books, etc. about the importance and advantages of this market for authors, it’s typically a high-level overview amidst many other topics, not a specialized and detailed how-to program

Why Do Organizations Like Using Books as Incentives?

Lots of good reasons:

Books, in general, have a much higher perceived value compared to most logo-imprinted products – things like notepads, paper weights, mouse pads, etc
Books aren’t thrown away. They have a lasting presence, which means they provide the organization that uses them visibility over a period of time – and they love that!
A book, especially a non-fiction book, allows an organization to demonstrate a desire to help the recipient because it provides useful information. That reflects positively on the organization in a world where people have become pretty cynical about for-profit companies at least
Each book is unique. Organizations like things that differentiate them from their competitors, that tie into their brand personality and values they want to convey
Books are relatively easy and cheap to ship because they’re small and lightweight. That saves the organization money over a lot of other options
Last, but not least, books are customizable. Organizations do not just look at a book in its present form, but how it might be customized to accomplish their goals. It may be a sticker on the cover, a special offer loosely inserted, or a paper band around the book with a special message. But, for an order in the 1000’s of books, it’s definitely worth it to the self-publisher or publisher to customize it to suit their needs. Especially when the customer pays for the customization!

Are Incentives Sales Beneficial Regardless of How You Managed to Get Published?

Yes, with qualifications:

If you are self-published (meaning it’s under your ISBN number), you’re in the best situation, because you’ll make more money and have maximum flexibility. You can make any kind of deal you choose to make. And the difference between your sale price and the cost of producing the book is all yours. This includes using Lightning Source, the leading, digital, print-on-demand printer
If you sell 5000 books at a discounted, bulk price of $7 each and it cost you $3 each to do a quantity, offset printing of the book (which even Lightning Source will broker for you), you make $4 on each book. That’s $20,000
Furthermore, you now have 5000 books out there building your reputation and driving customers to your practice for your other products and services
If you used a traditional publisher, you’ll make less money than a self-publisher because you’re locked into whatever royalty structure that is in your publishing agreement

At that above bulk price of $7, you’d make an average of 10% of the $7.00 or $.70 per book. You’d make $3500 on the sale of the 5000 books. The publisher would keep the bulk of the profit.

Still, $3500 from that one deal is a whole lot more than the average author makes from his or her entire sales of a book. Plus you get the exposure.

If you used a digital, print-on-demand publisher (meaning it’s under their ISBN number), it all depends on the discount and royalty arrangement that’s in your publishing agreement. You’re at a significant disadvantage because you’re locked into the publisher’s relatively high, one-off digital printing structure and a relatively small royalty or commission.

Typically, you can’t offer as attractive a bulk discount price to the buyer because most POD publishing agreements don’t anticipate bulk sales and don’t offer deep discounts for high quantity printing. But again, you’re making more money than you were, and you’re getting exposure.

Note: check with your POD publisher. Some will broker quantity printing to an offset printer for you. But find out what they charge for same and if they’ll make an exception to your royalty arrangement.

If You Employed an Outside Publisher Will He Go along with This Program?

Most publishers are absolutely giddy at the news of a quantity sale of books. In fact, want to know a secret? Independent publishers of non-fiction books are often interested in our book sales program for themselves! (You could even plant the seed.)

After all, on one knows better than they do that the average book sells only 200 – 300 copies or so. They want to recover their investment in your book and make some money.

If you publisher balks at you’re doing this program for some strange reason, have him read this page or our FAQs. See what you can negotiate. If s/he still balks for some strange reason, look for a new publisher next time around.

What Are Your Options for Marketing to the Books-as-Incentives Marketplace?

If you were published by a major publisher, their “special sales” department may take an interest in it
You can have a booth at an incentives industry trade show where buyers are looking for incentive ideas. There is The Motivation Show nationally and state-by-state shows as well.
You could advertise in incentive-buyer media
The most realistic solution for most authors is doing a direct marketing program themselves. It takes minimal skills and a modest investment of time if you have the necessary knowledge and tools

One thing is for sure. Just one incentive program sale can pay the author big financial dividends and catapult his or her career like few other avenues can.

Written by Terry Roberts, Founder, []

“Where assistants-to-authors (and do-it-yourself authors) learn how to land large-quantity book orders from the $46 billion business gifts and incentives market.”

Also founder of [], an online brokerage services connecting self-publishers with the business market.

Over 25 years in marketing, selling millions of dollars of products and services for over 250 companies, from Fortune 500 companies like Procter & Gamble and Kimberly Clark down to entrepreneurs with no employees. Executed hundreds of successful direct mail programs and dozens of incentive programs for clients.

Why Write a Book About a Business?

It is interesting to notice that many people write books about their businesses. One may wonder why a person would take the time to write such a book. There are several good reasons to write a book.

1. One has the expertise. If one has spent any time at all in a business, one knows quite a bit about the ins and outs of running that type of business. If one is in the catering business, one knows how to coordinate large wedding meals or banquets. One knows everything it takes to be successful in the catering business. It makes sense to put that knowledge to work by writing a book.

2. One has the ability to write a book. Anyone who knows the language can write a book. One does not have to be an expert in composition and grammar, either. One can come up with a simple outline of chapters and then write each chapter as if one were telling the information to a friend. The computer will take care of most of the grammar and spelling, although the book should be read through by another person, too.

3. One may enjoy the challenge. While anyone can write a book, it is an interesting way to stretch one’s abilities. One can try to make the book as interesting as possible. One can work at getting in all the important aspects of one’s business. Every success in writing style and content will both give satisfaction and contribute to the success of one’s business book as well.

4. Readers want to know about the subject. Hundreds of thousands of books are published in the US every year. Yet a well written book can capture a niche audience quite readily. The key is to be very specific about the subject. Then, it will not get lost among those other piles of books.

5. Marketing a business with a book will get more people interested in one’s services. One’s field of expertise will be closely related to one’s actual business. Therefore, the book will get people to start thinking of new ways and circumstances for using one’s services. The book will show why one’s business is important to them.

6. One’s business profits will rise. Writing a book to market business services is a good way to increase the number of people who come through the doors of a business. That is just one way profits increase. Another way is that the author can sell services at a higher rate because she or he is now a published author and seen as an expert.

7. One can have an impact on one’s business sector. Other people in the business will read one’s book and learn better ways of doing things. One will be increasing the productivity and knowledge of one’s peers. This means that one’s type of business will gain a better reputation, which will help one’s individual business.

When one thinks about it, there are few reasons not to write a book to promote a business. One should have all the skills, abilities, and knowledge needed to make a difference in one’s business and the world. It only makes sense to take the plunge and write a book that will improve one’s own business.

UK Financial Services Authority Regulate “Sale and Rent Back” Companies

The UK Financial Services Authority have been regulating sale and rent back companies since June 2009, so that consumers can be better protected from being taken advantage of by scrupulous firms. The sale and rent back companies have drawn criticism after reports of unfair evictions, rent increases, and other unfair practices have emerged. However, these practices are now being regulated by the Financial Services Authority who are now charged with authorising sale and rent back companies. Now, under the new regime, the Financial Services Authority offer vulnerable homeowners the following protection:

Authorises Sale and Rent Back Firms. The FSA now regulates and authorises sale and rent back companies to make sure that they are operating fairly and using the best business standards. You can check which companies have FSA authorisations by calling their consumer helpline. According to the Financial Services Consumer Panel, only 80 firms have applied for FSA authorisation. This is despite the fact that over 1,000 firms are operating in this industry. That’s why it is essential for consumers to check whether the firm they are transacting with have FSA authorisation.

Bans Exploitive Advertising. The FSA also bans the excessive use of emotional appeal in sale and rent back advertising that exploit homeowners in danger of repossession. This also includes using cold calls and dropping literature in letterboxes. Gives a 14-day Cooling Period. Customers of sale and rent back firms are given 14 days cooling period so that there will be ample time to rethink their options. This ensures that the customers are sure that they are making the right decision in availing of the services of this kind of companies. Offers Customer Protection through the Financial Ombudsman. Because the FSA now regulates the sale and lease back firms, consumers can file complaints to the Financial Ombudsman. This gives more protection from scrupulous firms using unfair business practices.

Enforces a five-year minimum security of tenure. Some people who chose to sell and lease back their property found themselves turned away from their homes after less than a year. This is why the FSA asks the sale and lease back companies they give authorisations to give a minimum security of tenure of five years to consumers who choose to avail of the companies’ services. This protects the consumers from being unfairly evicted from their homes. Truly, the FSA’s jurisdiction over the sale and lease back industry is a welcome change and a good way to increase the reputation of these firms. By understanding that FSA now require this kind of firms to operate using fair business practices, you’ll know that selling and leasing back your home is a valid option to keeping your financial health from deteriorating. With FSA’s protection, consumers should be more confident in trusting these firms to help them release equity and get out of debt quickly.

Top 6 Reasons Why Local Authorities Should Micro Outsource

UK government funding of local authorities is being severely cut. Micro outsourcing can help local authorities bridge this funding gap. But micro outsourcing offers more than just cost savings. This article describes the top 6 reasons why local authorities should micro outsource.

What are the UK government’s local government plans?

As part of the Coalition Government’s deficit fighting measures, it announced that local government funding would be reduced by 28% over four years. In 2011-12, 9.9% would be cut with a further 7.3% cut in 2012-13.

The Local Government Authority, which represents councils in England and Wales, has calculated that the real cut in 2011-12, once the police grant was excluded, was closer to 12.1%, meaning that central government funding for council services was being reduced from £28.3bn to £24.9bn.

What does this mean?

In short, local authorities are being challenged to provide the same quality of frontline services, e.g., domestic waste collection, but with much less money from the Government. To bridge this £3.4bn funding gap, local authorities are exploring various measures that could help them reduce their costs. Could micro outsourcing be one such measure?

What is micro outsourcing?

Micro outsourcing, or micro sourcing, allows organisations, e.g., small and medium-sized enterprises, public sector bodies and third sector organisations, to outsource work to highly skilled freelance workers or independent businesses (service providers) based locally, nationally or anywhere across the globe.

This is distinct from traditional outsourcing where organisations engage in mega deals over several years with global outsourcers for multi-million or more contract values.

Why should local authorities micro outsource?

Micro outsourcing shares many of the benefits of outsourcing but also offers some new ones, too. The following describes the top 6 reasons why local authorities should micro outsource:

1. More efficient processes

In common with outsourcing, micro sourcing enables organisations to gain process efficiencies and increased effectiveness, as activities and processes are performed by service providers with specialist skills, know-how, best practices and up-to-date technology & equipment.

2. Delivers cost savings

Micro outsourcing reduces overhead costs and capital expenditures. For example, by micro outsourcing, an organisation could save on not only salary costs but also pension and other benefit costs. With a reduced headcount, other cost savings could include office space and equipment costs, which has a positive effect on an organisation’s cash flow.

3. Deployed resources are competitively priced

With micro outsourcing, service providers bid for your jobs. This ensures that your costs truly reflect the service provided. The process could be likened to eBay. However, unlike with eBay, the price you pay goes down rather than up!

Thus, local authorities are able to deploy competitively priced resources, sourced locally, nationally or globally, after considering not just price but also other factors, such as the expertise and location of the service provider.

Note. The deployment of competitively priced resources could potentially provide cost savings of between 50 and 70%.

4. Skills can be accessed “on-demand”

Many organisations cannot afford to employ certain specialist skills or need certain skills only on an irregular basis. In this cost-conscious post-recession period, organisations have become even more reluctant to employ underutilised resources. Micro outsourcing allows organisations to “plug in” expertise on-demand.

5. Enables organisational focus

In business, it is generally accepted that organisations do best when they focus on the core activities that give them a competitive advantage. This is no different for local authorities. By micro outsourcing non-core activities, a local authority could use more of its resources, e.g., management, staff and capital, on value-adding activities.

6. Allows relatively small duration or cost jobs to be outsourced

Organisations usually benefit from outsourcing, if they are prepared to enter into a multi-year agreement and can afford the multi-million pound fees. With micro outsourcing, service providers can work on jobs that might require only a few months work or only just a few days. Moreover, “deals” might be relatively small and valued in the thousands or hundreds of pounds rather than millions.

What can be micro outsourced?

Activities include Website development, IT support, debt collection, bookkeeping and accounts preparation, report writing, translation, payroll, clerical work, budget forecasting, data entry and training. As can be seen, outsourced jobs can cover a wide range of business activities and tasks.

How to get started?

There are a number of sites where you can submit your jobs. Well-known sites include careerbuilder, jobs.nhs, jobs.tes, mybirminghamjobs, jobseekers (jobcentreplus) and vacancycentral. You can also tweet your jobs or post them on LinkedIn. However, such sites do not specialise in providing a service for micro sourced jobs or for freelancers. Nonetheless, they do provide a large pool of CVs, which can be searched after payment of a fee.

There are, however, specialist sites. On such sites, you will be able to search for candidates, as with job boards, but you will be presented with freelancer services and not CVs, which can include irrelevant work experience and skills. You will also be able to submit your jobs, indicate private jobs that only invited service providers can bid on and interact with providers before inviting them to bid. Submitted jobs will receive real-time bids, and you and your chosen provider will be able to track work progress through the agreed milestone plan.


With reduced funding from central government, local authorities have been challenge to find effective ways to deliver existing front-line services without raising local taxes, such as council tax and business rates. Micro sourcing provides an effective way not only to reduce back office costs but also to improve the efficiency and focus of local authorities.

Copyright 2011 by Peter Louis. All rights reserved

Peter is the founder of, the free to join micro outsourcing service that makes it easy for you to outsource your jobs and freelance your services.

With p2people, you can place your ads for free and almost any job can be outsourced or service freelanced, so why not join us and get started, today!

Peter has over 12-years of experience in the freelancing and outsourcing marketplace and is an IE MBA, a top 3 MBA.

Business Analyst Finance Domain Sample Resume

This is just a sample Business Analyst resume for freshers as well as for experienced job seekers in Finance domain of business analyst or system analyst. While this is only a sample resume, please use this only for reference purpose, do not copy the same client names or job duties for your own purpose. Always make your own resume with genuine experience.

Name: Justin Megha


your email here.

Business Analyst, Business Systems Analyst


Accomplished in Business Analysis, System Analysis, Quality Analysis and Project Management with extensive experience in business products, operations and Information Technology on the capital markets space specializing in Finance such as Trading, Fixed Income, Equities, Bonds, Derivatives(Swaps, Options, etc) and Mortgage with sound knowledge of broad range of financial instruments.
Over 11+ Years of proven track record as value-adding, delivery-loaded project hardened professional with hands-on expertise spanning in System Analysis, Architecting Financial applications, Data warehousing, Data Migrations, Data Processing, ERP applications, SOX Implementation and Process Compliance Projects.
Accomplishments in analysis of large-scale business systems, Project Charters, Business Requirement Documents, Business Overview Documents, Authoring Narrative Use Cases, Functional Specifications, and Technical Specifications, data warehousing, reporting and testing plans.
Expertise in creating UML based Modelling views like Activity/ Use Case/Data Flow/Business Flow /Navigational Flow/Wire Frame diagrams using Rational Products & MS Visio.
Proficient as long time liaison between business and technology with competence in Full Life Cycle of System (SLC) development with Waterfall, Agile, RUP methodology, IT Auditing and SOX Concepts as well as broad cross-functional experiences leveraging multiple frameworks.
Extensively worked with the On-site and Off-shore Quality Assurance Groups by assisting the QA team to perform Black Box /GUI testing/ Functionality /Regression /System /Unit/Stress /Performance/ UAT’s.
Facilitated change management across entire process from project conceptualization to testing through project delivery, Software Development & Implementation Management in diverse business & technical environments, with demonstrated leadership abilities.


Post Graduate Diploma (in Business Administration), USA
Master’s Degree (in Computer Applications),
Bachelor’s Degree (in Commerce),


Documentation Tools UML, MS Office (Word, Excel, Power Point, Project), MS Visio, Erwin

SDLC Methodologies Waterfall, Iterative, Rational Unified Process (RUP), Spiral, Agile

Modeling Tools UML, MS Visio, Erwin, Power Designer, Metastrom Provision

Reporting Tools Business Objects X IR2, Crystal Reports, MS Office Suite

QA Tools Quality Center, Test Director, Win Runner, Load Runner, QTP, Rational Requisite Pro, Bugzilla, Clear Quest

Languages Java, VB, SQL, HTML, XML, UML, ASP, JSP

Databases & OS MS SQL Server, Oracle 10g, DB2, MS Access on Windows XP / 2000, Unix

Version Control Rational Clear Case, Visual Source Safe


SERVICE MASTER, Memphis, TN June 08 – Till Date

Senior Business Analyst

Terminix has approximately 800 customer service agents that reside in our branches in addition to approximately 150 agents in a centralized call center in Memphis, TN. Terminix customer service agents receive approximately 25 million calls from customers each year. Many of these customer’s questions are not answered or their problems are not resolved on the first call. Currently these agents use an AS/400 based custom developed system called Mission to answer customer inquiries into branches and the Customer Communication Center. Mission – Terminix’s operation system – provides functionality for sales, field service (routing & scheduling, work order management), accounts receivable, and payroll. This system is designed modularly and is difficult to navigate for customer service agents needing to assist the customer quickly and knowledgeably. The amount of effort and time needed to train a customer service representative using the Mission system is high. This combined with low agent and customer retention is costly.

Customer Service Console enables Customer Service Associates to provide consistent, enhanced service experience, support to the Customers across the Organization. CSC is aimed at providing easy navigation, easy learning process, reduced call time and first call resolution.


Assisted in creating Project Plan, Road Map. Designed Requirements Planning and Management document.
Performed Enterprise Analysis and actively participated in buying Tool Licenses.
Identified subject-matter experts and drove the requirements gathering process through approval of the documents that convey their needs to management, developers, and quality assurance team.
Performed technical project consultation, initiation, collection and documentation of client business and functional requirements, solution alternatives, functional design, testing and implementation support.
Requirements Elicitation, Analysis, Communication, and Validation according to Six Sigma Standards.
Captured Business Process Flows and Reengineered Process to achieve maximum outputs.
Captured As-Is Process, designed TO-BE Process and performed Gap Analysis
Developed and updated functional use cases and conducted business process modeling (PROVISION) to explain business requirements to development and QA teams.
Created Business Requirements Documents, Functional and Software Requirements Specification Documents.
Performed Requirements Elicitation through Use Cases, one to one meetings, Affinity Exercises, SIPOC’s.
Gathered and documented Use Cases, Business Rules, created and maintained Requirements/Test Traceability Matrices.

Client: The Dun & Bradstreet Corporation, Parsippany, NJ May’ 2007 – Oct’ 2007

Profile: Sr. Financial Business Analyst/ Systems Analyst.

Project Profile (1): D&B is the world’s leading source of commercial information and insight on businesses. The Point of Arrival Project and the Data Maintenance (DM) Project are the future applications of the company that the company would transit into, providing an effective method & efficient report generation system for D&B’s clients to be able purchase reports about companies they are trying to do business.

Project Profile (2): The overall purpose of this project was building a Self Awareness System(SAS) for the business community for buying SAS products and a Payment system was built for SAS. The system would provide certain combination of products (reports) for Self Monitoring report as a foundation for managing a company’s credit.


Conducted GAP Analysis and documented the current state and future state, after understanding the Vision from the Business Group and the Technology Group.
Conducted interviews with Process Owners, Administrators and Functional Heads to gather audit-related information and facilitated meetings to explain the impacts and effects of SOX compliance.
Played an active and lead role in gathering, analyzing and documenting the Business Requirements, the business rules and Technical Requirements from the Business Group and the Technological Group.
Co – Authored and prepared Graphical depictions of Narrative Use Cases, created UML Models such as Use Case Diagrams, Activity Diagrams and Flow Diagrams using MS Visio throughout the Agile methodology
Documented the Business Requirement Document to get a better understanding of client’s business processes of both the projects using the Agile methodology.
Facilitating JRP and JAD sessions, brain storming sessions with the Business Group and the Technology Group.
Documented the Requirement traceability matrix (RTM) and conducted UML Modelling such as creating Activity Diagrams, Flow Diagrams using MS Visio. Analysed test data to detect significant findings and recommended corrective measures
Co-Managed the Change Control process for the entire project as a whole by facilitating group meetings, one-on-one interview sessions and email correspondence with work stream owners to discuss the impact of Change Request on the project.
Worked with the Project Lead in setting realistic project expectations and in evaluating the impact of changes on the organization and plans accordingly and conducted project related presentations.
Co-oordinated with the off shore QA Team members to explain and develop the Test Plans, Test cases, Test and Evaluation strategy and methods for unit testing, functional testing and usability testing

Environment: Windows XP/2000, SOX, Sharepoint, SQL, MS Visio, Oracle, MS Office Suite, Mercury ITG, Mercury Quality Center, XML, XHTML, Java, J2EE.

GATEWAY COMPUTERS, Irvine, CA, Jan 06 – Mar 07

Business Analyst

At Gateway, a Leading Computer, Laptop and Accessory Manufacturer, was involved in two projects,

Order Capture Application: Objective of this Project is to Develop Various Mediums of Sales with a Centralized Catalog. This project involves wide exposure towards Requirement Analysis, Creating, Executing and Maintaining of Test plans and Test Cases. Mentored and trained staff about Tech Guide & Company Standards; Gateway reporting system: was developed with Business Objects running against Oracle data warehouse with Sales, Inventory, and HR Data Marts. This DW serves the different needs of Sales Personnel and Management. Involved in the development of it utilized Full Client reports and Web Intelligence to deliver analytics to the Contract Administration group and Pricing groups. Reporting data mart included Wholesaler Sales, Contract Sales and Rebates data.


Product Manager for Enterprise Level Order Entry Systems – Phone, B2B, and Cataloging System.
Modeled the Sales Order Entry process to eliminate bottleneck process steps using ERWIN.
Adhered and practiced RUP for implementing software development life cycle.
Gathered Requirements from different sources like Stakeholders, Documentation, Corporate Goals, Existing Systems, and Subject Matter Experts by conducting Workshops, Interviews, Use Cases, Prototypes, Reading Documents, Market Analysis, Observations
Created Functional Requirement Specification documents – which include UMLUse case diagrams, Scenarios, activity, work Flow diagrams and data mapping. Process and Data modeling with MS VISIO.
Worked with Technical Team to create Business Services (Web Services) that Application could leverage using SOA, to create System Architecture and CDM for common order platform.
Designed Payment Authorization (Credit Card, Net Terms, and Pay Pal) for the transaction/order entry systems.
Implemented A/B Testing, Customer Feedback Functionality to
Worked with the DW, ETL teams to create Order entry systems Business Objects reports. (Full Client, Web I)
Worked in a cross functional team of Business, Architects and Developers to implement new features.
Program Managed Enterprise Order Entry Systems – Development and Deployment Schedule.
Developed and maintained User Manuals, Application Documentation Manual, on Share Point tool.
Created Test Plansand Test Strategies to define the Objective and Approach of testing.
Used Quality Center to track and report system defects and bug fixes. Written modification requests for the bugs in the application and helped developers to track and resolve the problems.
Developed and Executed Manual, Automated Functional, GUI, Regression, UAT Test cases using QTP.
Gathered, documented and executed Requirements-based, Business process (workflow/user scenario), Data driven test cases for User Acceptance Testing.
Created Test Matrix, Used Quality Center for Test Management, track & report system defects and bug fixes.
Performed Load, stress Testing’s & Analyzed Performance, Response Times. Designed approach, developed visual scripts in order to test client & server side performance under various conditions to identify bottlenecks.
Created / developed SQL Queries (TOAD) with several parameters for Backend/DB testing
Conducted meetings for project status, issue identification, and parent task review, Progress Reporting.


Business Analyst

The primary objective of this project is to replace the existing Internal Facing Client / Server Applications with a Web enabled Application System, which can be used across all the Business Channels. This project involves wide exposure towards Requirement Analysis, Creating, Executing and Maintaining of Test plans and Test Cases. Demands understanding and testing of Data Warehouse and Data Marts, thorough knowledge of ETL and Reporting, Enhancement of the Legacy System covered all of the business requirements related to Valuations from maintaining the panel of appraisers to ordering, receiving, and reviewing the valuations.


Gathered Analyzed, Validated, and Managed and documented the stated Requirements. Interacted with users for verifying requirements, managing change control process, updating existing documentation.
Created Functional Requirement Specification documents – that include UML Use case diagrams, scenarios, activity diagrams and data mapping. Provided End User Consulting on Functionality and Business Process.
Acted as a client liaison to review priorities and manage the overall client queue. Provided consultation services to clients, technicians and internal departments on basic to intricate functions of the applications.
Identified business directions & objectives that may influence the required data and application architectures.
Defined, prioritized business requirements, Determine which business subject areas provide the most needed information; prioritize and sequence implementation projects accordingly.
Provide relevant test scenarios for the testing team. Work with test team to develop system integration test scripts and ensure the testing results correspond to the business expectations.
Used Test Director, QTP, Load Runner for Test management, Functional, GUI, Performance, Stress Testing
Perform Data Validation, Data Integration and Backend/DB testing using SQL Queries manually.
Created Test input requirements and prepared the test data for data driven testing.
Mentored, trained staff about Tech Guide & Company Standards. Set-up and Coordinate Onsite offshore teams, Conduct Knowledge Transfer sessions to the offshore team.

Lloyds Bank, UK Aug 03 – Sept 04
Business Analyst
Lloyds TSB is leader in Business, Personal and Corporate Banking. Noted financial provider for millions of customers with the financial resources to meet and manage their credit needs and to achieve their financial goals. The Project involves an applicant Information System, Loan Appraisal and Loan Sanction, Legal, Disbursements, Accounts, MIS and Report Modules of a Housing Finance System and Enhancements for their Internet Banking.


Translated stakeholder requirements into various documentation deliverables such as functional specifications, use cases, workflow / process diagrams, data flow / data model diagrams.
Produced functional specifications and led weekly meetings with developers and business units to discuss outstanding technical issues and deadlines that had to be met.
Coordinated project activities between clients and internal groups and information technology, including project portfolio management and project pipeline planning.
Provided functional expertise to developers during the technical design and construction phases of the project.
Documented and analyzed business workflows and processes. Present the studies to the client for approval
Participated in Universe development – planning, designing, Building, distribution, and maintenance phases.
Designed and developed Universes by defining Joins, Cardinalities between the tables.
Created UML use case, activity diagrams for the interaction between report analyst and the reporting systems.
Successfully implemented BPR and achieved improved Performance, Reduced Time and Cost.
Developed test plans and scripts; performed client testing for routine to complex processes to ensure proper system functioning.
Worked closely with UAT Testers and End Users during system validation, User Acceptance Testing to expose functionality/business logic problems that unit testing and system testing have missed out.
Participated in Integration, System, Regression, Performance, and UAT – Using TD, WR, Load Runner
Participated in defect review meetings with the team members. Worked closely with the project manager to record, track, prioritize and close bugs. Used CVS to maintain versions between various stages of SDLC.

Client: A.G. Edwards, St. Louis, MO May’ 2005 – Feb’ 2006

Profile: Sr. Business Analyst/System Analyst

Project Profile: A.G. Edwards is a full service Trading based brokerage firm in Internet-based futures, options and forex brokerage. This site allows Users (Financial Representative) to trade online. The main features of this site were: Users can open new account online to trade equitiies, bonds, derivatives and forex with the Trading system using DTCC’s applications as a Clearing House agent. The user will get real-time streaming quotes for the currency pairs they selected, their current position in the forex market, summary of work orders, payments and current money balances, P & L Accounts and available trading power, all continuously updating in real time via live quotes. The site also facilitates users to Place, Change and Cancel an Entry Order, Placing a Market Order, Place/Modify/Delete/Close a Stop Loss Limit on an Open Position.


Gathered Business requirements pertaining to Trading, equities and Fixed Incomes like bonds, converted the same into functional requirements by implementing the RUP methodology and authored the same in Business Requirement Document (BRD).
Designed and developed all Narrative Use Cases and conducted UML modeling like created Use Case Diagrams, Process Flow Diagrams and Activity Diagrams using MS Visio.
Implemented the entire Rational Unified Process (RUP) methodology of application development with its various workflows, artifacts and activities. Developed business process models in RUP to document existing and future business processes. Established a business Analysis methodology around the Rational Unified Process.
Analyzed user requirements, attended Change Request meetings to document changes and implemented procedures to test changes.
Assisted in developing project timelines/deliverables/strategies for effective project management.
Evaluated existing practices of storing and handling important financial data for compliance.
Involved in developing the test strategy and assisted in developed Test scenarios, test conditions and test cases
Partnered with the technical areas in the research, resolution of system and User Acceptance Testing (UAT).

Environment: Windows XP/2000/NT, SOX, MS Office Suite, SQL, MS SQL Server, XML, HTML, Java, J2EE, JSP, Oracle, WinRunner, Test Director

Author Mr.David is a experience Business Analyst and System Analyst with more than 15 years of experience in finance domain. For more Business Analyst material visit his website.