The Brief
Steal this interview and questions. Then figure out how they work.
[Written October 2021]
The predictors suggest opportunities for consultancy will soar over the next three years. In that context it’
Notes
My thoughts, works, and stories
The Brief
How to get unconsidered issues onto the client's agenda.
Assuming you're not order taking. How would you introduce clients to an unconsidered issue, where you might be
The Brief
Some thoughts on referrals.
This is all simple. That doesn't mean it's easy
Main referral sources.
* Your clients, current and
The Brief
Influence without selling ...
You'll see consultancy business developers in client meetings, mostly 'selling' their services. It's a
The Brief
The client is the crib sheet
Here's what a reader said about the previous brief on subtraction. They're applying the second of
The Brief
Subtraction and consulting skills
Less is more.
Flour. Water. Salt. Those are the only ingredients you need to make tasty Sourdough bread. Supermarket bread
The Brief
Three consulting skills ...
Three things where we, as consultants, can aim for continuous capability improvement.
1. Asking great questions.
Imagine you have a
The Brief
Straight-talkers build client confidence.
As consultants our work has lots of variables and stakeholder perspectives. We have to sort through, and make sense of
The Brief
A long time ago in a galaxy far, far away ...
... I ran workshops for leaders in large corporate organisations. They wanted change.
Sometimes their situation was remedial, where something wasn&
The Brief
Pareto Principle is the ultimate performance hack.
80% of people know about the Pareto Principle. Only 20% apply it. And only 20% of that 20% apply it
The Brief
A big mistake leaders make with their team
Here's something you might find useful in your consultant, business developer, or leadership role. It's wisdom
The Brief
Are you building a consulting business, or a practice?
Important question, because there's a difference.
Practice building people are always busy, with delivery work. They never seem
The Brief
The first sign you're a trusted consultant
The first sign you're a trusted consultant is when a client calls you to talk about their issues.
The Brief
Can I get some Valium?
"Sure no problem."
Imagine a teenager goes to their Doctor and asks for Valium, they say they need
The Brief
Do you short change yourself?
Many consultancy owners price work using a time-and-effort model. It’s simple, but is it fair? What if fees were
The Brief
The extremes of buying consultancy
Seems to me there are two extremes when clients buy consultancy.
At one end of the spectrum there are complex
The Brief
The dangers of different and similar
In my SAP consultancy days a client came to the office for an Export Invoicing demonstration.
He arrived wearing flamboyant
The Brief
Communicate what you do better than anyone else (an exercise)
I created this exercise after hearing people say their job in IT wasn’t understood by their parents. It’s