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
A collection of writing by Clive Griffiths.
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
Consultants grab the unique sales proposition (USP) concept hoping to differentiate their offer. It might work in marketing but is a poor tool for … [Read more...] about I’m kind and work hard … you should marry me
Just before 2020 year end I lost my (man's) best friend. Chile the beautiful working sheepdog in the photo. We had sixteen amazing years … [Read more...] about The practice before the outcome
It's been a strange week. The UK Government announced the move into Lockdown 2.0 (November 2020). Then had to revamp the key charts used to justify … [Read more...] about Were the sleeves of his coat rolled back?