Description: This editor's column provides book reviews for: 1. Clients for Life: Evolving from an Expert-for-Hire to an Extraordinary Advisor, by Jagdish N. Sheth and Andrew Sobel. 2. Influence: The Psychology of Persuasion, by Robert B. Cialdini.

Description: This article is about coaching, particularly as it applies to actuaries who work in small consulting firms or those who are thinking about doing so.

Description: As consultants we love to help our prospects solve their problems. In fact we’re so passionate about our solution that at the first indication the prospect might need it, we jump out of our skin to reveal it immediately. After all, that’s what they want to hear about, right?

Description: Commentary on the patent process for intellectual property, insurance, and business methods.

Description: This article provides commentary and counterintuitive tips on how to increase your client base while improving your sales technique.

Description: Excerpt from '10 Tips for Effective Business Communications' by Tina L. Miller. provides fundamental suggestions for communicating effectively in writing.

Description: Since the early 1990's, interest rates in the U.S. economy have been declining, thus increasing the liabilities of defined benefit pension plans. Furthermore, after the bull market of the 1990's with its unprecedented returns, the market came to a crashing halt in 2000. Since then, the majority of defined benefit plans have experienced three years of negative returns with some losing more than 40 percent of their value. Analysts have been referring to this combination of declining interest rates and negative investment returns as a 'perfect storm' leading to a pension crisis. This paper discusses how plan sponsors can effectively manage their defined benefit plans during this crisis.

Description: Provides background on how viruses and spyware operate, and suggests the best defenses and the best offense for removing them once on your system.

Description: Paper discusses when consultants should not take an assignment: insufficiently qualified, distraction from your regular practice work, resource scheduling issues, work you do not enjoy, problem clients, need for down time.