The Brief
High-value, low-volume prospecting.
Consulting is a relationship business.
Especially if you're going after bigger projects.
Which can mean a smaller number
Words
The Brief
Getting business meetings in a recession.
Getting business meetings in a recession.
Executives are always 'sick and tired' of something.
Your job is to
The Brief
Create an exceptional experience and you differentiate your practice.
Create an exceptional experience and you differentiate your practice.
Fortunately most consultants won’t take time to do this.
So
The Brief
Top sales performer - two years running
When the best get better
Currently I'm coaching a group of consultants in a small firm to build
The Brief
Stop interrupting me.
Ask a precise question ... then shut up.
Clients want to talk ... don't get in their way.
STOP INTERRUPTING.
The Brief
Sales theory is all well and good but this is more fun and productive.
1/ Identify a high-value, high payoff client development activity.
eg. You want a better sales meetings, so experiment with:
* Building
The Brief
Are you in the top 4%?
Less than 4%
That’s how few consultants introduce themselves well. Mostly the others tell you what their job is.
The Brief
☀️ How to run brilliant first meetings
This is for situations where you decide to invest in building a highly productive, strategic relationship.You want to lead
The Brief
Don't make the mistake of letting clients see you as a contractor?
Some people mistake contracting for consulting, but they’re different. Contractors complete tasks under the clients direction. They’re pseudo-employees.
The Brief
Negative news sells media space but is it good for your health?
The UK recession is official. You already knew that without Jeremy Hunt saying it. This is my fifth while working
The Brief
How to build influential relationships with movers and shakers.
Every organisation has movers and shakers. These are the people with goals and a game plan for achieving them. They&
The Brief
Questioning, listening, influencing.
Flour, water, and salt.
They’re the only ingredients you need to make tasty Sourdough bread. Supermarket bread has five
The Brief
1 Habit All Successful Consultancy Business Developers Have In Common
Most successful consultancy business developers share the same handful of things in common:
* They are experts in their field.
* They
The Brief
Avoid these 3 mistakes consultants make and win more projects.
Sorry to beak the bad news.
Consultancy projects aren't won by "the best". Relationships rule. Executives
The Brief
An easy framework for growth with outcome-based conversations
I have been an advocate for outcome-based conversations for years now.
This started after I'd read the Alan
The Brief
How to create extraordinary experiences that differentiate
This is how to create extraordinary experiences.
The type of experiences that attract the best team members and clients. Ones
The Brief
How to improve conversations with clients
Previously I've found myself using too much airtime during conversations. I often felt trapped in broadcast mode and
The Brief
The most unusual source to learn about winning consultancy sales
Recently I adopted an 11 week old border collie puppy, Harry.
Over the next 18-24 months I will develop him