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Touchstone
Last year a client told me they use the word 'remarkable' as a touchstone. It reminds them to
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What happens when you start initiativ-ing?
Many consultants act like contractors. In other words they take orders and do a job, like an employee but not.
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We Avoid Hype ...
Early this week I read a coaching programme USP (unique sales proposition) which led with the words "We avoid
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Danger Zone Guesswork
Even for similar projects, clients have different ways of measuring success.
Don't take that on statement on face
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The How And When Question
How do I improve and develop my skills?
It's challenging, because you're in the thick of
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This Quote Is So Good
In November I read 'A quote worth repeating' suggested by Emma Blomkamp. The quote comes from a 2019
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Insight and Empathy
It's easier to sell when you know a client's desired outcome and the obstacles they face.
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Referability Habits
At the start of a new year we reflect and make resolutions.
You know the kind of thing. Drink less
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A thought for the first business day of 2022.
Individual targets for business development are often reset at the end/beginning of the calendar year.
This works for a
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How to get better at business development – Strategy #3.
Want to grow and get better at business development? Begin by knowing your outcome in every business development situation. And
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How to get better at business development – Strategy #2.
For getting better at business development, we started with Strategy #1. That is, choose and commit yourself to clear outcomes.
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How to get better at business development - Strategy #1.
Strategy # 1: Choose and commit yourself to clear outcomes.
We've all heard about goal setting. And you know
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Business development and consultancy growth
Consultancies grow when their best consultants get better at business development. That's my reality.
With that in mind
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Getting on the bandwagon ... without questioning the bandwagon.
Each week my VIP coaching clients get a weekly tracker. That allows us to stay in touch regularly to review
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Are you building trust right from the start of client meetings?
Imagine you've arranged that meeting with a person you want to meet. You've researched some valuable
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Who do you want to meet?
It's a simple enough question. One I ask of consultants early on ... when they're telling me
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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’
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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