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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
Writing
My thoughts, works, and stories
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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
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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
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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
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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
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The most unusual source to learn about winning consultancy sales
Recently I adopted an 11 week old border collie puppy, Harry.
Over the next 18-24 months I will develop him
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Helping clients decide
Consultancy leaders interested in revenue growth often think about "winning sales".
They want me to teach their team
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Sixty glorious minutes. One very valuable insight.
A rescheduled meeting gave me some unexpected free time. Instead of moving onto my next task I took in some
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4 questions that will get you more referrals
A while ago I wrote about Dan Sullivan's Referability Habits concept.
I love the simplicity of this. You
The Brief
... you missed an opportunity.
The only reason the client bought you in.
They want a business outcome.
They want value.
And because you'
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Business growth and winning projects with key decision makers in big companies.
Working with consultants I notice interesting things around business growth and winning projects. These include:
* Project opportunities coming via a
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5 reasons clients won't decide
A client asked me why they're not getting traction with a heavy ROI value proposition. They can demonstrate
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How to make closing comfortable
Part 1: What concern about selling comes up most for consultants? My experience suggests the answer is asking clients to
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Why is closing a concern for consultants?
Part 1: What concern about selling comes up most for consultants?
Imagine you've been having a great pre-sales
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What concern about selling comes up most for consultants?
This is a question I get asked by clients ... curious to know if they’re all in the same boat.
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Why you should bring more inquiry into conversations.
We've looked at the idea of broadcast behaviours. The recommended action being for consultants to bring more inquiry
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What about managing your broadcast behaviours?
Following the previous post on handling other's broadcast behaviours, here are more ideas to test, this time applied
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3 ways to handle broadcast behaviours
Some broadcast behaviours you might have noticed, where people are:
* Speaking.
* Waiting to speak (a.k.a. fidgeting).
* Interrupting.
When