This is all simple. That doesn't mean it's easy Main referral sources. Your clients, current and previous. Other professionals in your … [Read more...] about Some thoughts on referrals.
You'll see consultancy business developers in client meetings, mostly 'selling' their services. It's a rookie mistake. Here's why. While Apple can … [Read more...] about Influence without selling …
Here's what a reader said about the previous brief on subtraction. They're applying the second of the capability upgrades I advocate. … [Read more...] about The client is the crib sheet
Less is more. Flour. Water. Salt. Those are the only ingredients you need to make tasty Sourdough bread. Supermarket bread has five times the … [Read more...] about Subtraction and consulting skills
Three things where we, as consultants, can aim for continuous capability improvement. 1. Asking great questions. Imagine you have a contact … [Read more...] about Three consulting skills …
As consultants our work has lots of variables and stakeholder perspectives. We have to sort through, and make sense of facts and opinions. Then … [Read more...] about Straight-talkers build client confidence.
... I ran workshops for leaders in large corporate organisations. They wanted change. Sometimes their situation was remedial, where something … [Read more...] about A long time ago in a galaxy far, far away …
80% of people know about the Pareto Principle. Only 20% apply it. And only 20% of that 20% apply it with any rigour. 4% of the total. That's a big … [Read more...] about Pareto Principle is the ultimate performance hack.
Here's something you might find useful in your consultant, business developer, or leadership role. It's wisdom that comes from 20 years facilitating … [Read more...] about A big mistake leaders make with their team
Important question, because there's a difference. Practice building people are always busy, with delivery work. They never seem to have the time … [Read more...] about Are you building a consulting business, or a practice?