How many £20/hour tasks are you doing? By Clive on January 29, 2017 — 1 min read You know what I’m talking about, those jobs where you find yourself thinking “why am I doing this” … but then you do it anyway. But, it’s low reward work. The time spent on these jobs is time you could invest in business development. Look at it this way. Each of those £20 hours may be... More
Can this executive buy? By Clive on January 22, 2017 — 1 min read Some executives have the power to make decisions. Others evaluate and make recommendations for their boss to consider. These recommenders can say no, but they can’t say yes. That being so. Who do you want to spend your time with? More
It’s worth paying attention to attention By Clive on January 15, 2017 — 1 min read Pay attention while you listen. Framing, paraphrasing, analysing, summarising. Those all come later. Attention first. Pay attention while you speak. Notice your tone, pace, volume … and how these affect others listening to you. Pay attention to your internal dialogue. That’s the voice inside that distracts, interrupts, and meta-comments. Notice what you notice. Then (after the meeting ends) ask... More
Are you problem solving, or creating? By Clive on January 10, 2017 — 1 min read I wrote the Consultant’s Handbook 10 years ago in support of the Consulting Skills Workshop I taught for corporate consultancy firms. . A lot of words are bandied about in consultancy and it’s important that we make distinctions between them. One of the conversations we’d have during those workshops was about creativity, problem-solving, and creating. I’d frame the session... More
How do I talk to top executives? (aka the C-suite) By Clive on January 8, 2017 — 1 min read You’re more likely to get access to these busy executives via a politically savvy mid-level manager (aka The Fox) than going direct. Network your way to the top. Just about all top executives are open to high-quality business advice from consultants. Make sure The Fox understands how your meeting their boss helps them. What can you offer? If... More
That resistance you feel By Clive on January 1, 2017 — 1 min read Reaching out to new prospects. That resistance you feel. It’s something you can sort out. You’re far more likely to get up, get going, and take action when you work with a mentor. Imagine the difference when you fully embrace selling as part of your consultancy work. More