The Brief
What to do with thinking time
A previous perspective I wrote about ended like this ... "you'll need to change something to maximise your
Notes
My thoughts, works, and stories
The Brief
The 'big cheese' request algorithm.
You know that getting executive attention is a major challenge.
A quick call with you; the answers to your questionnaire;
The Brief
Are your clients seeking or shirking?
Performance accountability shows up as a 'results ownership' mindset. It is different from an 'order taking'
The Brief
Show don't tell ... or go to hell
More on how to stand out in sales without talking about a USP.
The first USP brief offered an approach
The Brief
I'm kind and work hard ... you should marry me
Consultants grab the unique sales proposition (USP) concept hoping to differentiate their offer. It might work in marketing but is
The Brief
The practice before the outcome
Just before 2020 year end I lost my (man's) best friend. Chile the beautiful working sheepdog in the
The Brief
Planning for 2021 ... but not as we know it Jim
We're into another year and you'll no doubt have had several nudges toward setting goals for
The Brief
Were the sleeves of his coat rolled back?
It's been a strange week.
The UK Government announced the move into Lockdown 2.0 (November 2020). Then
The Brief
Getting paid what you're worth
I've noticed how often consultants underplay their expert contribution to client results.
This manifests in different ways, including:
The Brief
Thought Leadership - in less than two minutes
Years ago, at a futurists' workshop for a telecommunications business, the workshop participants were briefed on technological, industry, social,
The Brief
The best sales letter ever written
Recently I've had trouble breathing. It's not Coronavirus. It's been a bit random. I&
The Brief
An unusual perspective on knowledge-work
In the 1930s my great grandparents won contracts to transport goods by canal from London to the Midlands, using horse-drawn
The Brief
Rapport factors you shouldn't ignore
Rapport factors you shouldn't ignore
Last week's brief was based on a single question, "Do
The Brief
The challenge of creation in a problem solving world
When I run possibility thinking workshops my opening question is obscure. "What do you get when you solve a
The Brief
Going from okay to excellent
This week I saw another example of deliberate practice and how small, incremental changes can make a massive difference to
The Brief
3 habits to make yourself a better consultant
If you want to establish a new habit it seems that micro-changes to existing behaviour are the way to go.
The Brief
How to sow seeds in a recession
Many consultants are quite content to wait for their client base to initiate opportunities. We call this order-taking, and in
The Brief
Now tell me what you really think
If you think it's easy for clients to decide which consultant to work with, think again.
They have