The Brief
Here’s a horrible task to think about.
Here’s a horrible task to think about. Going through 10 years of emails and deciding what to keep.
I’
Words
The Brief
Practicing the ‘in-the mud’ work improves results ...
Last week I was reminded how often ideas for consultancy growth can look very good on paper … but in reality
The Brief
How often do you let your clients off the hook?
How often do you let your clients off the hook?
Here's an example of what I mean from
The Brief
Are you naturally a “can kicker” or “wheel greaser”?
Two phrases I recently heard made me think about influential stakeholders. Some take steps to avoid decision making. Others won’
The Brief
10 things to work on with your sales coach.
These are the game changers ...
1. Delegation to have more client development time.
2. Mindset to win a bigger project.
The Brief
The simple action plan for consultancy business developers.
* Weekly - Reach out to 5 connections (3 existing / 2 new).
* Monthly - Research and publish a point-of-view article.
* Quarterly
The Brief
You don't become great overnight.
It struck me as strange for a while. Big tech firms train sales people in ‘consultative selling’. And consultancy firms
The Brief
Leaders: you must get a firm's sales culture right.
Firms spend gazillions on training for 'consultative selling'.
Yet have a culture and systems that don't
The Brief
To win high-value projects you need influence.
To win high-value projects you need influence.
But many people mess it up.
Because they aren't happy to
The Brief
A prescription to improve conversations.
Listen well.
Summarise what people say.
Let them know you heard and understood THEM.
Then reflect back your thoughts on
The Brief
Aren’t we all dynamic, focused consultants?
Consultancy speak.
We all do it. Some more than others.
Projects framed as … digital transformation … blue sky thinking …
Results described
The Brief
Ghostbusters positioning.
How well-known are you? For what you want to be known for.
Try the Ghostbusters test.
A client wants advice
The Brief
Another easy way to stand out.
Easiest way to differentiate yourself?
Offer clients a 'wow' experience.
How?
-- Reduce time spent on internal stuff
The Brief
The worst feeling for consultants is stagnation.
The worst feeling for consultants is stagnation.
Especially if you're ambitious.
Some symptoms:
* Company sets mediocre goals
* Client
The Brief
3 questions to jumpstart a client conversation
Think of a client where you want more impact and influence.
Answer these questions:
1. What pressures does the client
The Brief
How to lose a £100K project.
Ignoring personal motivation.
That's how I lost a £100K project.
If you want to win bigger, better projects
The Brief
The problem is ... clients don't care.
Every consultant I know loves their methodology.
They can riff on it for hours.
Problem is ... clients don't
The Brief
3 questions to close your consulting year.
Some quick-fire which questions to finish the year. So here we go:
1. Which thing (about your consulting) did you