The Weekly Brief
Memos written for consultants Aug 2014 - June 2024.
What's really going on
“ … all of us hold on tightly to many things we don’t really have.” This line from Patrick Rhone’s book - This Could Help - got me thinking about our attitudes toward pipelines, relationships, and services.
The deluxe service
If you’ve stayed at a posh hotel you may already know about the deluxe services that are available … if you have enough money. And, I’m not talking about a bigger room and well-stocked the mini-bar. That’s nice but with the deluxe service comes a suite with a
3 things I listened to last week
I'm well on the way to recovering from last months surgery. If you're reading this on Sunday, then I'm on my way back to my new home in Ireland. It will be great to be back into the wild mountains and fresh air. With
What did you try this week that's different?
Just take a moment to answer this question. What did you try this week that's different? And I'm not meaning eating Hákarl (although kudos if you did). I'm meaning a different way to have impact or influence. Most candidates applying for coaching haven'
Focus on problems, not solutions, to self-source new projects
If you hang out with me for any length of time you'll hear me talk about Sales Conversations and Marketing Conversations. In essence Marketing Conversations are dialogues between a consultant and a client, the desired outcome of which is to uncover a worthwhile project to work on. And
How likely are you to close that opportunity you’re working on?
How likely are you to close that opportunity you’re working on? This week, I’ve conducted deal reviews with several clients. We’re one month into 2024, and clients have already postponed projects to the next quarter. That’s not good. We review the likelihood a deal closing by
4 decades of mistakes I've made talking with clients
This week makes my 45th year in business. I started my career as a graduate trainee with International Computers Limited (ICL) and could never have predicted I'd end up here. The week also marks the end of my 2nd month living in Ireland. I've had a
Partnering with clients
Dynamics - between advisor and client. That's the subject this week. That delicate balance of authority and collaboration. How can we apply our specialist know-how and skills to guide clients ... without taking over the agenda? The best approach is to follow the client's lead, shaping collaboration
Values in action
This week I got a letter (yes, in the post). In the top left hand corner it had the words "Dedicated to excellence". Now I don't know about you, but when I see something like that my inner critic kicks in with things like: "If
How much effort and time did you invest in business growth last week?
Do you have the feeling 2024 is going to be a tough one? That’s the vibe I’m getting from some prospects. They’ve talked themselves into hunkering down to survive. On the other hand some of my clients are going into 2024 with a strong sense of purpose.