Words
The Sunday Dispatches archive...
Two of my favourite book titles.
Two of my favourite book titles: You Can't Teach a Kid to Ride a Bike At a Seminar If You Don't Have a Plan, Stay in the Car
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.
Want to hear about a simple idea that will help your consultancy stand out from the crowd?
Want to hear about a simple idea that will help your consultancy stand out from the crowd? I learnt this from a team in a hotel room in York, England. It was the first offsite I'd facilitated ... ... and I didn't know what I was doing back
On Sundays I do a weekly review.
🚀 On Sundays I do a weekly review. I'm looking to answer how well I lived my Ideal Week? So, here's what I look at: 1️⃣ Mars bar' time - balancing my work, rest, and play ↳ Was my time spent balanced across work, rest, and play? ↳ Were
An effective relationship nurturing system.
Do you have an effective relationship nurturing system with: 1. Relationship development goals. 2. Standards. 3. Metrics for accountability. 4. Contact scheduling and work flow practices.
The 'top' decides if the project goes ahead.
Spend as much time as you like with a 'lower downs' in a big company ... Just know it's always a 'top' who has the power to say yes, or to say no. The 'top' decides if the project goes ahead. And if
Sales theory is all well and good.
But this is more fun and productive ... 1/ Identify a high-value, high payoff client development activity. eg. You want a better sales meetings, so experiment with: → Building rapport and trust. → Talking while sketching out a 2x2 framework. → Asking provocative questions (with precision). → Explaining your point-of-view clearly. → Giving
Want to win more consulting business?
Want to win more consulting business? Develop these traits: → Ambition → Tenacious drive → Relationship mindset → Persuasive communication And avoid these: → Not creatively curious → Tactical thinking → Disorganised → Reactive Where are you today?