Which of these have you been guilty of?
- Pitching services. This is the biggest complaint I hear from corporate executives. The consultants came and told us all about their company, what they do, their process, and who they’ve worked with. Boring!
- Not adding value. Yes your client has issues, just like any business person. But their eyes roll when consultants lead with, ‘what’s keeping you awake at night’. Offer insights first.
- Asking daft questions. The client doesn’t want to waste time explaining things you could have read on their website, or in the news. Do your homework.
And if you’re not guilty, just remember lots of consultants are. It’s a key reason clients resist meetings in the first place. Knowing this to be true, how do you get past it?