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Now that you understand the demand from the client side, let’s take a look at the delivery or firm side.

A former colleague of mine summed it up with the following catchphrase: “What we sell is the space between these two ears.” This bit of Yoda-like wisdom was followed by a slowly pointed finger to my forehead.

At its simplest form, “professional services” is an industry where firms like Ernst & Young provide clients with the right subject matter experience via resources at the right time and place and, of course, at the right price.

Reaching this point has taken an immense amount of patience, hard work, resilience, ambition, and even a little luck. To be clear, this article has not been written under the guise of any Big Four recruiters.

I must confess, however, that this outlook reflects how I feel today, which wasn’t always the case.

You might be thinking at this point, “Which group is right for me, Assurance or Advisory?