Here are the reasons clients don't want your consulting ...
Are you excited by the idea of getting a puncture? Probably not. But, when you get a puncture the chances are you’ll have the tyre replaced. But you don’t want a new tyre, you’re not excited by the prospect of a new tyre. You need a new
Jumping in too early.
Consultants who are subject matter experts get kudos by demonstrating they know stuff. It’s therefore not surprising they can jump in too early with their point-of-view. That might look like this. A client asks a question and before they’ve finished talking the consultant interrupts them with an answer.
What's really going on
“ … all of us hold on tightly to many things we don’t really have.” This line from Patrick Rhone’s book - This Could Help - got me thinking about our attitudes toward pipelines, relationships, and services.
The single most important thing to do
So why do most consultants - and the agents they hire - focus entirely on abstract 'attraction' methods of marketing? I feel the answer to this question has something to do with focus and confidence.
Consultancy is just a means to an end
What if there are only two reasons for hiring you? Because they probably are!
Living with extremely high-drive individuals
Selling new business is tough because you're certain to ruffle feathers and upset some people. However, be assured, high-drive executives like to be challenged - providing it is done with respect and rapport. They are looking for people who bring fresh ideas, who are prepared to take risks, break th
What does good look like?
Today’s challenge, for our time starved prospects, is the sheer volume of content and perspectives available to them. Blogs, videos, podcasts, infographics, articles, ebooks, case-studies … phew! How do they sort out what’s worthwhile from what’s not? Just take a look at a big consultancy website yo
Avoiding the gravitational pull of black hole communication Part II
That's really just the third step to ensure you don't disappear into communication black hole. The first two are about channels of communication and an agreed failsafe. Step 1: Agree the best channel for staying in touch throughout the process. "What’s the best way
Before and after
Let's think about before and after. That is, what was it like for clients before they used your services (or product) and what was life like afterwards? Here’s a couple of examples. Example 1: Business Accounts with Xero Before Xero I used Quicken 2000. My accounting workflow
Superconnect by Richard Koch & Greg Lockwood
Interesting book with some unexpected perspectives about networks and networking. Especially how the unlikely connections can lead to big things. ISBN: 0349122318 Date Read: September 2013 How strongly I recommend it: 9/10 My conclusions — the directives 1. Swap the delusion that we can control the world as individuals for