Want to win more consulting business?
Want to win more consulting business? Develop these traits: -- Ambition -- Tenacious drive -- Relationship mindset -- Persuasive communication And avoid these: -- Not creatively curious -- Tactical thinking -- Disorganised -- Reactive Where are you today?
Most people can easily tell you what they don't want in a situation.
Most people can easily tell you what they don't want in a situation – that's negative outcome framing. But when it comes down to saying what they do want – positive outcome framing – they aren't always so forthcoming. I was at a client meeting, where the
Many consultants avoid sales for fear of being pushy and upsetting clients.
Many consultants avoid sales for fear of being pushy and upsetting clients. You can sell successfully without compromising your integrity. And beat the fear with these 10 useful tips. Do: -- Believe in what you offer -- Focus on helping clients instead of just making sales -- Be yourself and
Winning consultancy projects is all about focus.
Winning consultancy projects is all about focus. If you're putting other work first, ask yourself: -- Do I have sales aversion syndrome? -- Why did I make this opportunity a lower priority? -- How happy will I be if I lose this deal? And you may decide a
As a consultant you want clients to have great meetings.
As a consultant you want clients to have great meetings. That's not easy when there are different ideas and agendas. Here are four tips to help you manage meetings like a pro: 1/ Talk to each person before the meeting to get to know them. 2/ Find out
Holding yourself back in executive conversations?
Holding yourself back in executive conversations? Self-doubt gets in the way of performance in the boardroom. Overcome it. The rewards are huge. Start by seeing yourself as a peer. You'll communicate more effectively, earn a stronger relationship, and achieve greater success.
Stop talking about methodology and service.
Stop talking about methodology and service. Start talking about the client's business issues. Why? Because C-Level executives live and breathe their business. They're not interested in your pitch or process. They want to talk about results and value.
What happens when you suspend your agenda.
What happens when you suspend your agenda (selling) and sincerely want the client to succeed (helping)? You become a co-conspirator working to achieve your client's personal goals. That's a different relationship. It moves things to a completely different level.
It's a common form of business communication.
It's a common form of business communication. Yet we weren't taught how to write outreach emails at school. So we get emails with long, unstructured prose. Content that combines chit-chat with management speak. For me, brief, straightforward, emails are best. Why? Because executives in corporate organisations
Stop scrolling. Start typing.
Stop scrolling. Start typing. How will you help someone reframe a failure today?