The Brief
Helping clients decide
Consultancy leaders interested in revenue growth often think about "winning sales".
They want me to teach their team
Words
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Sixty glorious minutes. One very valuable insight.
A rescheduled meeting gave me some unexpected free time. Instead of moving onto my next task I took in some
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4 questions that will get you more referrals
A while ago I wrote about Dan Sullivan's Referability Habits concept.
I love the simplicity of this. You
The Brief
... you missed an opportunity.
The only reason the client bought you in.
They want a business outcome.
They want value.
And because you'
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Business growth and winning projects with key decision makers in big companies.
Working with consultants I notice interesting things around business growth and winning projects. These include:
* Project opportunities coming via a
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5 reasons clients won't decide
A client asked me why they're not getting traction with a heavy ROI value proposition. They can demonstrate
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How to make closing comfortable
Part 1: What concern about selling comes up most for consultants? My experience suggests the answer is asking clients to
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Why is closing a concern for consultants?
Part 1: What concern about selling comes up most for consultants?
Imagine you've been having a great pre-sales
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What concern about selling comes up most for consultants?
This is a question I get asked by clients ... curious to know if they’re all in the same boat.
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Why you should bring more inquiry into conversations.
We've looked at the idea of broadcast behaviours. The recommended action being for consultants to bring more inquiry
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What about managing your broadcast behaviours?
Following the previous post on handling other's broadcast behaviours, here are more ideas to test, this time applied
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3 ways to handle broadcast behaviours
Some broadcast behaviours you might have noticed, where people are:
* Speaking.
* Waiting to speak (a.k.a. fidgeting).
* Interrupting.
When
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What is it about 'broadcast people'?
As a facilitator I had the privilege of working with dozens of groups. This gave me the opportunity to observe
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The touchstone in context
It's strange. You get a concept and then see it in lots of different contexts.
Remember the short
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Touchstone
Last year a client told me they use the word 'remarkable' as a touchstone. It reminds them to
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What happens when you start initiativ-ing?
Many consultants act like contractors. In other words they take orders and do a job, like an employee but not.
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We Avoid Hype ...
Early this week I read a coaching programme USP (unique sales proposition) which led with the words "We avoid
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Danger Zone Guesswork
Even for similar projects, clients have different ways of measuring success.
Don't take that on statement on face