The Brief
Planning for 2021 ... but not as we know it Jim
We're into another year and you'll no doubt have had several nudges toward setting goals for
Words
The Brief
Were the sleeves of his coat rolled back?
It's been a strange week.
The UK Government announced the move into Lockdown 2.0 (November 2020). Then
The Brief
Getting paid what you're worth
I've noticed how often consultants underplay their expert contribution to client results.
This manifests in different ways, including:
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Thought Leadership - in less than two minutes
Years ago, at a futurists' workshop for a telecommunications business, the workshop participants were briefed on technological, industry, social,
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The best sales letter ever written
Recently I've had trouble breathing. It's not Coronavirus. It's been a bit random. I&
The Brief
An unusual perspective on knowledge-work
In the 1930s my great grandparents won contracts to transport goods by canal from London to the Midlands, using horse-drawn
The Brief
Rapport factors you shouldn't ignore
Rapport factors you shouldn't ignore
Last week's brief was based on a single question, "Do
The Brief
The challenge of creation in a problem solving world
When I run possibility thinking workshops my opening question is obscure. "What do you get when you solve a
The Brief
Going from okay to excellent
This week I saw another example of deliberate practice and how small, incremental changes can make a massive difference to
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3 habits to make yourself a better consultant
If you want to establish a new habit it seems that micro-changes to existing behaviour are the way to go.
The Brief
How to sow seeds in a recession
Many consultants are quite content to wait for their client base to initiate opportunities. We call this order-taking, and in
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Now tell me what you really think
If you think it's easy for clients to decide which consultant to work with, think again.
They have
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Uselessly vague prospecting
When we say "Acme Construction" is a prospect it’s uselessly vague. Even when we say "The
The Brief
Are you an empathic authority?
Too many consultants relegate themselves to a position of order-taker. You must position yourself as an empathic authority, so you
The Brief
Reboot your network
A while ago there was a meme, something along the lines of “advice for my younger self”. Recently that’s
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Here are the reasons clients don't want your consulting ...
Are you excited by the idea of getting a puncture?
Probably not.
But, when you get a puncture the chances
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Jumping in too early.
Consultants who are subject matter experts get kudos by demonstrating they know stuff. It’s therefore not surprising they can
The Brief
What's really going on
“ … all of us hold on tightly to many things we don’t really have.” This line from Patrick Rhone’s book - This Could Help - got me thinking about our attitudes toward pipelines, relationships, and services.