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A collection of writing by Clive Griffiths.
Many of us are conditioned, while growing up at school, that solving problems means having all the answers. Later in life this manifests in our telling clients what we know. (And using big words like ‘manifests’ instead of ‘comes out’!) We try, pre-sale, to impress clients with our knowledge, instead of our consultation skills. That’s […]Read the post →
Coming up to Halloween it seems the right time to write about this. If you’re not familiar with the term ‘ghosting’ it’s defined on Wikipedia as: … breaking off a relationship by stopping all communication and contact with the partner without any apparent warning or justification, as well as ignoring the partner’s attempts to reach […]Read the post →
With the rise of content marketing, attraction strategies are very popular … writing articles, posting on social media, conducting webinars, redesigning websites … But, are these activities the best way for consultants to find significant new business? Let’s get some perspective. Without looking too hard I was able to find: Research that shows – when they’ve […]Read the post →
Consultants who agree the client’s next actions at the end of meetings sell more. It’s a great habit. Doing so ensures the client understands what’s expected from them, as well as what they can expect from you. It means they are buying into a plan for procurement. Too often this plan is one way, with all […]Read the post →