When I was 13 years old, my first job was a newspaper delivery boy. Do they still exist? I didn’t especially like waking up really early on Wednesdays and Saturdays, but I knew that my customers expected their newspapers first thing in the morning. I did enjoy collecting the dues and the “cold calling” in order to drum up new business. I strove to convince each customer to believe in my ability to deliver the product on time, ensuring that their expectation of convenience was met versus having to go elsewhere for the local paper.Not much has changed since that first job of delivering a product and a service for me. I still enjoy talking with current and future customers. I am still asking them to buy my ability to deliver on time and to meet their expectations versus going elsewhere. And I still wake up very early in the morning!Now that I have been with Force 3 for 4 years, my products have evolved to include Cisco Systems, NetApp, VMware, IBM and Citrix from both a hardware and a software perspective. My recent experience has given me a strong understanding of consultative/ solution selling, business development skills, how to negotiate teaming agreements, as well as high level executive (C-suite) relationships. My customers are still the Intelligence Community and the Federal Systems Integrators who support it. I am helping customers to evolve, innovate and to think what is possible with new and emerging technologies, how to secure it, and to navigate the ever changing IT landscape. If you would like to sign up for the modern day “newspaper” please send me an email at brnfink@yahoo.comI look forward to hearing from you.