Words
The Sunday Dispatches archive...
How to introduce case studies into a conversation.
How to introduce case studies into a conversation ... in just a minute ... without boring the pants off your prospect. 1/ Request permission to share your story. 2/ Explain the reason your previous client needed help. 3/ Add the result they achieved because of it. 4/ And the impact of that
Negative news sells media space but is it good for your health?
The UK recession is official. You already knew that without Jeremy Hunt saying it. This is my fifth while working and eighth all told. They’ve all been hard. So, this week I’m sharing the biggest career mistake I made during a recession. Deserting my great job for more
How to build influential relationships with movers and shakers.
Every organisation has movers and shakers. These are the people with goals and a game plan for achieving them. They're the executives to meet and build influential relationships with. That's not always easy. But, to win projects and influence outcomes it's vitally important. And
Questioning, listening, influencing.
Flour, water, and salt. They’re the only ingredients you need to make tasty Sourdough bread. Supermarket bread has five times the number of ingredients. It tastes like cardboard. Questioning, listening, influencing. They’re the three key capabilities for great consulting. And they’re also the recipe for tasty client
Why people change.
People don't change (buy) because you give them the facts. They change (buy) because they feel some level of discomfort. Build a Burning Platform to reinforce the need to change. It's a Change Management technique that works in sales ... when used with integrity.
1 Habit All Successful Consultancy Business Developers Have In Common
Most successful consultancy business developers share the same handful of things in common: * They are experts in their field. * They offer clients an objective and independent perspective. * They can present big picture or go into detail, as required. * They have deep understanding of clients issues, needs and wants. * They are
Avoid these 3 mistakes consultants make and win more projects.
Sorry to beak the bad news. Consultancy projects aren't won by "the best". Relationships rule. Executives engage consultants they know, like and trust. Here are three mistakes consultants make, and what you can do about them: Mistake #1: Focusing on 'unique method', to prove
An easy framework for growth with outcome-based conversations
I have been an advocate for outcome-based conversations for years now. This started after I'd read the Alan Weiss book Value Based Fees. This book highlights the difference between project deliverables and client outcomes. That distinction between deliverables and outcomes helped me a lot. At the time
How to create extraordinary experiences that differentiate
This is how to create extraordinary experiences. The type of experiences that attract the best team members and clients. Ones that make your consultancy stand out. Unfortunately most consultancy owners don’t take time to do this. That’s because they’re often stuck in a busy state of mind
How to improve conversations with clients
Previously I've found myself using too much airtime during conversations. I often felt trapped in broadcast mode and would just keep going. Now I use some simple techniques that make conversations more inclusive. The experience is far better. The level of creative collaboration has skyrocketed. Too many conversations