The easiest way to stand out.
Easiest way to differentiate yourself? Offer clients a 'wow' experience. How? Reduce time spent on internal stuff and nonsense. Invest time designing exceptional client meetings.
The worst feeling for consultants is stagnation.
The worst feeling for consultants is stagnation. Especially if you're ambitious. Some symptoms: - Company sets mediocre goals - Client pressures - Competitive games - Stalled initiatives - Disengaged stakeholders - Daily grind - Tick box annual appraisals These would be my worst nightmare. Instead, build a personal
Sales aversion syndrome.
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 change is needed."
Three signals I'm not listening to my client.
Three signals I'm not listening to my client ... 1/ I feel distracted. 2/ I start thinking about what I'm going to say. 3/ I interrupt the client's flow with thoughts with my own. This lets me know when I'm not giving someone
A Book On Winning Consultancy Projects.
There aren't many books about Winning Consultancy Projects. The Best Book I've read is Mahan Kalsa's. Here's why: And I've read a lot of B2B sales books looking for a gem. But they nearly all miss the mark for consultancy
Recruiting top consulting talent.
On recruiting top consulting talent: “The best people will already be working on something interesting ... We'll need to offer them something even more interesting than that.” I like this. Can't remember who said it, can you?
Stop selling. Start consulting.
Want to win the best projects? Stop selling. Start consulting. That's the idea I've been promoting for years. Why? Because it works. Top sales executives win mega-deals when they use a consultative approach. Yet some consultants do the opposite. They shift into transactional mode when they&
Influence.
Some of the smartest consultants I know have built enormous influence through their focus on community - clients, partners, and associates. 🤝
How to get to the top of the influence game.
How to get to the top of the influence game. Micro-habits for 2023. Even if you're super-busy you can still practice... ⦿ Capturing great questions ⦿ Networking on purpose ⦿ Listening before speaking ⦿ Building idea whiteboards ⦿ Asking for feedback ⦿ Commenting on more posts! If you want to gain more influence you
I've seen people try to sell ...
I've seen people try to sell ... with no effort to paint a picture ... of a brighter future ... as a result of their contribution. Visioning and storytelling ... aren't just for workshops ... use them to signpost success ... and inspire clients to action.