The Brief
Clients always have issues.
Clients always have issues, whether they're problems to solve or opportunities to capture. You may need to raise
Writing
My thoughts, works, and stories
The Brief
Stop wasting time with budget-buyers and start influencing top table executives.
You're wasting your time trying to have value conversations with budget-based buyers.
Budget-buyers are middle managers with a
The Brief
The value of staying in touch
Staying in touch with past clients is essential for consultants, but it can often be neglected due to a lack
The Brief
Do you ever feel like you’re not a “real” consultant?
It’s called feeling like a fake* and that's far more common than you might think.
So, this
The Brief
The reality of value-based selling
I decided to write a much shorter brief about this.
It’s always tempting to write more. To explain more.
The Brief
A checklist of 9 reasons clients hire external experts and services
The biggest threat to you winning a project might be the client's own internal resources. I've
The Brief
Here’s a horrible task to think about.
Here’s a horrible task to think about. Going through 10 years of emails and deciding what to keep.
I’
The Brief
Practicing the ‘in-the mud’ work improves results ...
Last week I was reminded how often ideas for consultancy growth can look very good on paper … but in reality
The Brief
How often do you let your clients off the hook?
How often do you let your clients off the hook?
Here's an example of what I mean from
The Brief
Are you naturally a “can kicker” or “wheel greaser”?
Two phrases I recently heard made me think about influential stakeholders. Some take steps to avoid decision making. Others won’
The Brief
10 things to work on with your sales coach.
These are the game changers ...
1. Delegation to have more client development time.
2. Mindset to win a bigger project.
The Brief
The simple action plan for consultancy business developers.
* Weekly - Reach out to 5 connections (3 existing / 2 new).
* Monthly - Research and publish a point-of-view article.
* Quarterly
The Brief
You don't become great overnight.
It struck me as strange for a while. Big tech firms train sales people in ‘consultative selling’. And consultancy firms
The Brief
Leaders: you must get a firm's sales culture right.
Firms spend gazillions on training for 'consultative selling'.
Yet have a culture and systems that don't
The Brief
To win high-value projects you need influence.
To win high-value projects you need influence.
But many people mess it up.
Because they aren't happy to
The Brief
A prescription to improve conversations.
Listen well.
Summarise what people say.
Let them know you heard and understood THEM.
Then reflect back your thoughts on
The Brief
Aren’t we all dynamic, focused consultants?
Consultancy speak.
We all do it. Some more than others.
Projects framed as … digital transformation … blue sky thinking …
Results described
The Brief
Ghostbusters positioning.
How well-known are you? For what you want to be known for.
Try the Ghostbusters test.
A client wants advice