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Reboot your network
A while ago there was a meme, something along the lines of “advice for my younger self”. Recently that’s
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Here are the reasons clients don't want your consulting ...
Are you excited by the idea of getting a puncture?
Probably not.
But, when you get a puncture the chances
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Jumping in too early.
Consultants who are subject matter experts get kudos by demonstrating they know stuff. It’s therefore not surprising they can
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What's really going on
“ … all of us hold on tightly to many things we don’t really have.” This line from Patrick Rhone’s book - This Could Help - got me thinking about our attitudes toward pipelines, relationships, and services.
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The single most important thing to do
So why do most consultants - and the agents they hire - focus entirely on abstract 'attraction' methods of marketing? I feel the answer to this question has something to do with focus and confidence.
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Consultancy is just a means to an end
What if there are only two reasons for hiring you? Because they probably are!
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Living with extremely high-drive individuals
Selling new business is tough because you're certain to ruffle feathers and upset some people. However, be assured, high-drive executives like to be challenged - providing it is done with respect and rapport. They are looking for people who bring fresh ideas, who are prepared to take risks, break th
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What does good look like?
Today’s challenge, for our time starved prospects, is the sheer volume of content and perspectives available to them. Blogs, videos, podcasts, infographics, articles, ebooks, case-studies … phew! How do they sort out what’s worthwhile from what’s not? Just take a look at a big consultancy website yo
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Avoiding the gravitational pull of black hole communication Part II
That's really just the third step to ensure you don't disappear into communication black hole. The
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Before and after
Let's think about before and after. That is, what was it like for clients before they used your
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Superconnect by Richard Koch & Greg Lockwood
Interesting book with some unexpected perspectives about networks and networking. Especially how the unlikely connections can lead to big things.
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One free app - 7 questions - personal status update
This is an excerpt
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Leave something for the client to say
Many of us are conditioned, while growing up at school, that solving problems means having all the answers. Later in
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3 reasons 'ghosting' happens after you've sent a consulting proposal
Coming up to Halloween it seems the right time to write about this.
If you’re not familiar with the
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Is "attraction marketing" the best way to find new clients?
With the rise of content marketing, attraction strategies are very popular
... writing articles, posting on social media, conducting webinars, redesigning
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Avoiding the gravitational pull of black hole communication
Consultants who agree the client's next actions at the end of meetings sell more. It's a
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4 rules for reaching out to executives
Lots of advisors suggest outreach is a numbers game, where you monotonously grind out emails, LinkedIn requests etc. But if
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7 ideas for improving your sales performance
1. Set standards. It is impossible to have accountability without standards.
2. Separate new business and account development. New business