The first sign you're a trusted consultant is when a client calls you to talk about their issues. How do you get into that position? Not by making … [Read more...] about The first sign you’re a trusted consultant
A collection of writing by Clive Griffiths.
"Can I get some Valium?" "Sure no problem." Imagine a teenager goes to their Doctor and asks for Valium, they say they need the pills for … [Read more...] about Can I get some Valium?
Many consultancy owners price work using a time-and-effort model. It’s simple, but is it fair? What if fees were based on the client's desired result … [Read more...] about Do you short change yourself?
Seems to me there are two extremes when clients buy consultancy. At one end of the spectrum there are complex projects, driven by … [Read more...] about The extremes of buying consultancy
In my SAP consultancy days a client came to the office for an Export Invoicing demonstration. He arrived wearing flamboyant clothes and with bouffant … [Read more...] about The dangers of different and similar
I created this exercise after hearing people say their job in IT wasn’t understood by their parents. It’s now my ‘go-to’ for starting a business value … [Read more...] about Communicate what you do better than anyone else (an exercise)
A previous perspective I wrote about ended like this ... "you'll need to change something to maximise your chance of getting attention. What will that … [Read more...] about What to do with thinking time
You know that getting executive attention is a major challenge. A quick call with you; the answers to your questionnaire; reading information you … [Read more...] about The ‘big cheese’ request algorithm.
Performance accountability shows up as a 'results ownership' mindset. It is different from an 'order taking' mindset - accepting the delegated … [Read more...] about Are your clients seeking or shirking?
More on how to stand out in sales without talking about a USP. The first USP brief offered an approach for sales dialogue, without pushing a USP. … [Read more...] about Show don’t tell … or go to hell