LinkedIn Posts
Posts published on LinkedIn.
Apply everyday consulting tools to pre-sales situations.
It surprises me how few consultants apply everyday consulting tools to pre-sales situations. For example, you might use Force Field Analysis. Here's how: 1/ Figure out what change the client wants to make, like implementing a new system. 2/ Find the drivers pushing the client towards this
Leading transformational change takes courage and commitment.
Leading transformational change takes courage and commitment. If you’re not feeling those traits deep in your bones you’re probably a manager / order taker doing something generative, incremental … or keeping the status quo. While there’s nothing wrong with a bit of linear growth it’s not game changing
Getting top-table meetings.
An anecdote in Mack Hanan's book Consultative Selling offers a fantastic perspective on getting top-table meetings. Here's the snippet that changed my worldview: We scheduled a proposal meeting with Motorola. A letter was sent to the corporate vice president and director of group operations and
How to save a ton of time.
How to save a ton of time. Actively identify the right clients and make sure you avoid the wrong ones.
Are you ‘all in’ or ‘half assed’?
Are you ‘all in’ or ‘half assed’? To get to a higher performance level you’ll need to change what your doing. And probably not be content with tiny incremental changes each year. High achievers think bigger and bolder than that. A lot of people like the idea of growth.
Increase your chance of winning projects.
Increase your chance of winning projects by creating exceptional pre-sales experiences. That means investing time in thinking and getting ready. This preparation makes all the difference when you get face-to-face with the client. It's the difference that makes the difference.
Small behavioural changes.
Much easier than implementing grand strategies, small behavioural changes - such as listening actively and responding promptly to needs - can have a major impact on your influence with clients.
Stop pitching your add-on services to existing clients.
Stop pitching your add-on services to existing clients. Instead, here's a much better way to position your work ... and show your value in the process. Educate the client, so they understand the critical challenges they'll face soon. Then talk through potential solutions they might want
4 ways to fail as a leader looking for revenue growth?
4 ways to fail as a leader looking for revenue growth? And some ideas on what to do instead ... Don't: 1/ Set unrealistic goals. 2/ Micromanage activity. 3/ Ignore team feedback. 4/ Forget to recognise success. Do: 1/ Make your purpose clear. 2/ Set clear expectations, standards, and
How's your pipeline?
☀️ It's summer. And for consultants who sell Month 2 of Quarter 2. How's your pipeline? Here are 4 tips to take it up a gear ... 1/ Find something worth saying to a client who is struggling right now. That means caring about THEIR business problems and