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The power of simple listening
Earlier this week I was given a 'damn good listening to'. There was something big playing on my
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Are you doing value-subtraction?
Last week someone hijacked my weekly nugget of wisdom. They turned the concept I wrote about into a full length
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How many £20/hour tasks are you doing?
You know what I’m talking about, those jobs where you find yourself thinking “why am I doing this” ... but
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Can this executive buy?
Some executives have the power to make decisions.
Others evaluate and make recommendations for their boss to consider.
These recommenders
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It's worth paying attention to attention
Pay attention while you listen. Framing, paraphrasing, analysing, summarising. Those all come later. Attention first.
Pay attention while you speak.
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Are you problem solving, or creating?
I wrote the Consultant's Handbook 10 years ago in support of the Consulting Skills Workshop I taught for
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How do I talk to top executives? (aka the C-suite)
You’re more likely to get access to these busy executives via a politically savvy mid-level manager (aka The Fox)
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That resistance you feel
Reaching out to new prospects. That resistance you feel. It’s something you can sort out.
You’re far more
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Stop selling the process
Decision makers don't want to know about your consulting process. Seriously, it doesn’t matter how unique it
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Have the courage to say no.
When the work isn’t a good fit, or the client relationship seems awkward, or they won’t agree to
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4 ways to quickly add value
This article by Mark Lindwall over at Forrester Research highlights how 80% of meetings with sellers fail to meet executive
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3 common mistakes in first meetings
Which of these have you been guilty of?
1. Pitching services. This is the biggest complaint I hear from corporate
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Let's meet and catch up
It’s obvious, isn’t it. The purpose of the important meeting. We’re meeting to … to what precisely?
In
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10 decisions clients make before buying consultancy
Here's a list of different sales conversations you'll want to master, so you can guide client
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Mentoring or Coaching
Mentoring
Mentors apply their expertise to real-time situations their clients face. They talk things through with clients and interventions are
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10 tips for tenacious follow up on emails
(Part 3 of 3)
This is the final article in the editing consultant’s prospecting emails series.
Part 1 introduced
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Sorry I dozed off reading your email
(Part 2 of 3)
This is the second article in the editing consultant’s prospecting emails series.
The first article
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Lessons from editing prospecting emails
(Part 1 of 3)
I get to see, critique, and edit a lot of outreach emails written by consultants.
I