The Brief
Four fears that stop clients buying consultancy projects
If you sell consultancy you’ll know already that desirable project outcomes aren’t enough to seal the deal. You’
The Brief
The Brief
Work is difficulty and drama.
“Work is difficulty and drama, a high-stakes game in which our identity, our self-esteem, and our ability to provide are
The Brief
Empathy before problem solving
We all know how essential it is that we put ourselves in the clients shoes. So how come we don&
The Brief
Steal this idea. How you can get good at working with others.
Working as a consultant it's important to set people's minds at ease and quickly gain their
The Brief
Minimum viable product and the creative sale
The Lean Startup by Eric Ries presents a method for building and launching new products. It's a good
The Brief
Flight from Shadow
From The Way of Chuang Tzu by Thomas Merton
So he got up and ran. But every time he put
The Brief
When should you not use your expert mind?
My brother-in-law is an accomplished, self-taught, baker and his sourdough bread is amazing. Certainly the best I’ve tasted outside
The Brief
Meetings don't need to be toxic
Mediocre listening. Something I see a lot when working with groups.
Nowadays it seems everyone has a point to make.
The Brief
Beat the FUD factor and reposition to win the complex sale
In part 1 you saw how the FUD Factor (fear, uncertainly and doubt) and corporate politics threatened my sales success.
The Brief
What Big Blue taught me about fear, uncertainty and doubt
I needed a strategy to win against IBM. I wanted to get into one of their major accounts. So, after
The Brief
How outcome framing put a mega-project back on track
Most people can easily tell you what they don't want in a situation - that's negative
The Brief
Here's a different approach to client intimacy
I read about Arthur Aron’s study in the New York Times about a month ago.
It’s entitled The
The Brief
How to make hard choices
Did you every think you might be making important decisions all wrong? Ruth Chang's 15 minute Ted talk
The Brief
3 simple tweaks to improve your initial meetings
A big frustration consultants have is with seemingly eager prospects who never actually commit to a project.
The ugly truth
The Brief
Before and After
Before and after photo shots are used to sell a lot of weight loss and exercise programmes. Why? Because they
The Brief
What are you talking about?
If consultants talk about projects and influence … and salesmen talk about deals and persuasion … when leaders talk about results and
The Brief
Are your frustrated by crazy busy clients?
You want to enable your client to get the outcome they said they want. But their behaviour doesn’t seem
The Brief
Are you really listening?
From A Thousand Waves by David K Reynolds
“I listen; I teach,” was the reply.
“You listen? What kind of