When we say “Acme Construction” is a prospect it’s uselessly vague. Even when we say “The Operations Director at “Acme Construction” it’s not good. We must do our homework.The minimum is: Name. Who do I want to meet specifically? An unconsidered need. Why would they want to meet me? That’s the start for precise, not uselessly [Continue Reading]
A collection of writing by Clive Griffiths.
Too many consultants relegate themselves to a position of order-taker. You must position yourself as an empathic authority, so you don’t fall into that trap. That means taking a leading role in your dealings with clients. Like this: 1. Seek empathy. Show the client that you ‘get’ them and the issues they face. Not just [Continue Reading]
A while ago there was a meme, something along the lines of “advice for my younger self”. Recently that’s morphed into “advice for my pre-lockdown self”. I’ve asked consultants about this and alongside the personal advice about flour and Netflix I’ve heard insights about the need for deeper client relationships. One of these insights comes [Continue Reading]
Are you excited by the idea of getting a puncture? Probably not. But, when you get a puncture the chances are you’ll have the tyre replaced. But you don’t want a new tyre, you’re not excited by the prospect of a new tyre. You need a new tyre. You can take the tyre analogy across [Continue Reading]
Consultants who are subject matter experts get kudos by demonstrating they know stuff. It’s therefore not surprising they can jump in too early with their point-of-view. That might look like this. A client asks a question and before they’ve finished talking the consultant interrupts them with an answer. It might be a good answer, the [Continue Reading]