LI-2024
LinkedIn Posts Jan-Dec 2024.
The biggest challenge with fees is mindset.
The biggest challenge with fees is mindset. Specifically how you see yourself - in other words … your identity. Behaviour aligns with identity. Some see themselves as value creators. Not surprisingly they expect and ask for a fair slice of that value. Some see themselves as day rate resources. Not surprisingly
How to become a higher achiever.
How to become a higher achiever. Heads up ... it's not copying other people’s morning routine. Here's my big 3: 1/ Focus, prioritise high impact activities (clue: thinking and decisions). 2/ Delegate the rest, build a team that gets results. 3/ Confidence always be finding ways
Opportunities to work with a high achiever?
Opportunities to work with a high achiever? Grab them. - Notice how they identify. - Try on their beliefs. - Reverse engineer their processes. - Practice their skills. - Hang out in their spaces. Learn all you can, then craft a version for yourself … that’s even better. Publishing more
Everyone wants the big result.
Everyone wants the big result. Only a few do what it takes. You know who you are 🌟
Sales Process Effectiveness
Sales Process Effectiveness The six tests ... ↗ - Win rate. - Average deal size. - Forecast Accuracy. ↘ - Operational issues. - Time to sell. - Acquisition costs. How do you improve sales performance? ::-:: ✍️ Comment: too simple? ♻️ Share if you're a sales achiever.
The easiest consultancy sale...
The easiest consultancy sale ... ... more work in key accounts. Don't neglect those relationships. Nurture them with care. Don't make things transactional. Offer a remarkable experience. How? Bringing new ideas to the table. Projects to help them succeed. You already have the track record, and connection ... focus
How to use case studies.
If you're a business builder use case studies to: 1/ Frame your expertise. 2/ Bring solutions to life. 3/ Demonstrate results and value. 4/ Show real-world relevance. 5/ Engage with storytelling. 6/ Be highly memorable. Case studies are powerful tools for influence.
Delayed sales and projects. Disempowering to blame the economy?
Delayed sales and projects. Disempowering to blame the economy? Take action to unstick deals. Look at the mindset of successful sellers. 🛑 Stop being an order taker. 🥇 Start driving and facilitating decisions. Treat buying decisions like mini-projects. Agree a timeline, actions and responsibilities. This won't change the economic situation.
The checklist for navigating consulting deals.
The checklist for navigating consulting deals. ✅ Expertise acknowledged. ✅ Know what success is. ✅ Convincing case studies presented. ✅ Project funding discussed. ✅ Value of solution positioned. ✅ Different price point options. ✅ Client risk concerns mitigated. ✅ Understand selection process. ✅ All the decision-makers criteria addressed. ✅ Compelling business case written. Think about these as a deal evolves.
Why daily business development grind is important ...
Why daily business development grind is important ... You'll notice a pattern in consultants who are great business builders. They all take time - every day - to do some form of client nurturing. Every day. No excuses. Proper connection. They prioritise time to work on their business. That&