Clive Griffiths | @igriff

  • About
  • Reviews
  • Questions
  • Weekly Brief

Be selective. Be directive.

Expert consultants often give clients too much information at the pre-sales stage. This can result in overwhelm and procrastination, because clients aren’t experts and they find it hard to wade through the subtle nuances.

Look through a recent project proposal and you’ll see exactly what I mean. Are there lots of  threads running through it? Multiple ideas the client has to follow, unpick, and make sense of? How many choices are there to be made?

Of course we want to demonstrate to clients that we know our stuff. But it’s also important to focus the clients attention. Concentrate on the one thing. The main thing. The thing they need to decide on.

Be selective. Be directive.

 

For more like this …

Subscribe to the weekly brief about business development practices that work for consultants.

or find an archived briefing

  • Email
  • LinkedIn
  • Twitter

© 2021 iGriff Ltd · Privacy Notice · Contact