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Consulting doesn't just happen after the sale.

Clive Griffiths
Clive Griffiths
— 1 min read

Consulting doesn't just happen after the sale.
It’s how the sale happens.

Most consultants wait too long to be useful.
↳ They present credentials.
↳ They pitch the service.
↳ They hope that will close the deal.

But clients don’t buy that.

They buy clarity.
⇥ A sharp point of view.
⇥ About their issue - offered early.
⇥ Way before any kind of proposal.

The best consultants start consulting in the sales process.
↳ They name the problem.
↳ They frame the thinking.
↳ They ask the one question that shifts everything.

But here’s the trick: they don’t give their solutions away for free.

They create tension and urgency, not easy answers.
And the client recognises they need to go deeper.

If your engagement process looks like a sales call,
you’re doing it wrong.

Make it feel like the work has already begun.

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Clive Griffiths

Clive Griffiths

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