You know that getting executive attention is a major challenge. A quick call with you; the answers to your questionnaire; reading information you

Performance accountability shows up as a 'results ownership' mindset. It is different from an 'order taking' mindset - accepting the delegated

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.

Consultants grab the unique sales proposition (USP) concept hoping to differentiate their offer. It might work in marketing but is a poor tool for

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

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

I've noticed how often consultants underplay their expert contribution to client results. This manifests in different ways, including: Pricing

Years ago, at a futurists' workshop for a telecommunications business, the workshop participants were briefed on technological, industry, social, and

Recently I've had trouble breathing. It's not Coronavirus. It's been a bit random. I'm allergic to cats and this has the same wheezy symptoms. It's

In the 1930s my great grandparents won contracts to transport goods by canal from London to the Midlands, using horse-drawn narrowboats. The canal

Rapport factors you shouldn't ignore Last week's brief was based on a single question, "Do I consistently focus my attention on what I don't want,

When I run possibility thinking workshops my opening question is obscure. "What do you get when you solve a problem?" I was reminded of this on

This week I saw another example of deliberate practice and how small, incremental changes can make a massive difference to a consultant's

If you want to establish a new habit it seems that micro-changes to existing behaviour are the way to go. I've experimented with this and it works for

Many consultants are quite content to wait for their client base to initiate opportunities. We call this order-taking, and in good times it works to a

If you think it's easy for clients to decide which consultant to work with, think again. They have lots to consider: 1. Why do we need to change

Interesting book with some unexpected perspectives about networks and networking. Especially how the unlikely connections can lead to big