The Brief
Partnering with clients
Dynamics - between advisor and client. That's the subject this week. That delicate balance of authority and collaboration.
Words
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Values in action
This week I got a letter (yes, in the post). In the top left hand corner it had the words
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How much effort and time did you invest in business growth last week?
Do you have the feeling 2024 is going to be a tough one? That’s the vibe I’m getting
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Increasing your confidence
Here are two videos with a total of 10 minutes viewing time.
Let’s start with The Gap and The
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How is your pipeline?
Here are 4 tips to take it up a gear ...
1/ Find something worth saying to a client who is
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How to improve your time investment?
This mini-mission comes from my performance coaching work with corporate executives. These clients wanted to improve and accelerate their performance.
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The fear of stretch goals
Many consultants fear setting stretch goals.
They worry they'll fail or overcommit.
Here’s how you can do
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Stop asking dumb 'consultant questions' - Provide some leadership
Value creation with insight and a point-of-view
“Winning sales” isn’t a useful mindset for client advisors. Offering insight, using
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Applying Harry Potter 'reverse engineering' to your meetings.
I was listening to a Podcast earlier this week. An idea came up from one of the speakers. They explained
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A single habit top consultants have that you can copy easily.
1 Habit Top Consultants Have That You Can Copy ...
And Immediately Improve Sales Performance
Most successful consultants share the same
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Why using consulting tools pre-sales is a winner.
It surprises me how few consultants apply everyday consulting tools in pre-sales situations.
For example, a consultant could use Force
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Sales performance … they make it sound so easy.
But it’s not … for example take some of the bog-standard sales advice you’ll hear:
* Relationship first.
* Lead with
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Clients always have issues.
Clients always have issues, whether they're problems to solve or opportunities to capture. You may need to raise
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Stop wasting time with budget-buyers and start influencing top table executives.
You're wasting your time trying to have value conversations with budget-based buyers.
Budget-buyers are middle managers with a
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The value of staying in touch
Staying in touch with past clients is essential for consultants, but it can often be neglected due to a lack
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Do you ever feel like you’re not a “real” consultant?
It’s called feeling like a fake* and that's far more common than you might think.
So, this
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The reality of value-based selling
I decided to write a much shorter brief about this.
It’s always tempting to write more. To explain more.
The Brief
A checklist of 9 reasons clients hire external experts and services
The biggest threat to you winning a project might be the client's own internal resources. I've