The Brief
Three consulting skills ...
Three things where we, as consultants, can aim for continuous capability improvement.
1. Asking great questions.
Imagine you have a
Words
The Brief
Straight-talkers build client confidence.
As consultants our work has lots of variables and stakeholder perspectives. We have to sort through, and make sense of
The Brief
A long time ago in a galaxy far, far away ...
... I ran workshops for leaders in large corporate organisations. They wanted change.
Sometimes their situation was remedial, where something wasn&
The Brief
Pareto Principle is the ultimate performance hack.
80% of people know about the Pareto Principle. Only 20% apply it. And only 20% of that 20% apply it
The Brief
A big mistake leaders make with their team
Here's something you might find useful in your consultant, business developer, or leadership role. It's wisdom
The Brief
Are you building a consulting business, or a practice?
Important question, because there's a difference.
Practice building people are always busy, with delivery work. They never seem
The Brief
The first sign you're a trusted consultant
The first sign you're a trusted consultant is when a client calls you to talk about their issues.
The Brief
Can I get some Valium?
"Sure no problem."
Imagine a teenager goes to their Doctor and asks for Valium, they say they need
The Brief
Do you short change yourself?
Many consultancy owners price work using a time-and-effort model. It’s simple, but is it fair? What if fees were
The Brief
The extremes of buying consultancy
Seems to me there are two extremes when clients buy consultancy.
At one end of the spectrum there are complex
The Brief
The dangers of different and similar
In my SAP consultancy days a client came to the office for an Export Invoicing demonstration.
He arrived wearing flamboyant
The Brief
Communicate what you do better than anyone else (an exercise)
I created this exercise after hearing people say their job in IT wasn’t understood by their parents. It’s
The Brief
What to do with thinking time
A previous perspective I wrote about ended like this ... "you'll need to change something to maximise your
The Brief
The 'big cheese' request algorithm.
You know that getting executive attention is a major challenge.
A quick call with you; the answers to your questionnaire;
The Brief
Are your clients seeking or shirking?
Performance accountability shows up as a 'results ownership' mindset. It is different from an 'order taking'
The Brief
Show don't tell ... or go to hell
More on how to stand out in sales without talking about a USP.
The first USP brief offered an approach
The Brief
I'm kind and work hard ... you should marry me
Consultants grab the unique sales proposition (USP) concept hoping to differentiate their offer. It might work in marketing but is
The Brief
The practice before the outcome
Just before 2020 year end I lost my (man's) best friend. Chile the beautiful working sheepdog in the