The Weekly Brief
Are you naturally a “can kicker” or “wheel greaser”?
Two phrases I recently heard made me think about influential stakeholders. Some take steps to avoid decision making. Others won’
Words
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A client's point of view. .
Look at all your communications from a client's point of view.
Ask yourself, “Is this about them, or
The Weekly Brief
10 things to work on with your sales coach.
These are the game changers ...
1. Delegation to have more client development time.
2. Mindset to win a bigger project.
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10 things to work on with your sales coach.
10 things to work on with your sales coach.
These are game changers ...
1. Delegation to have more client development
The Weekly Brief
The simple action plan for consultancy business developers.
* Weekly - Reach out to 5 connections (3 existing / 2 new).
* Monthly - Research and publish a point-of-view article.
* Quarterly
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Simple action plan for consultancy business developers.
2023 simple action plan for consultancy business developers:
+ Weekly - Reach out to 5 connections (3 existing / 2 new).
+ Monthly
The Weekly Brief
You don't become great overnight.
It struck me as strange for a while. Big tech firms train sales people in ‘consultative selling’. And consultancy firms
The Weekly Brief
Leaders: you must get a firm's sales culture right.
Firms spend gazillions on training for 'consultative selling'.
Yet have a culture and systems that don't
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Culture and systems.
Firms spend gazillions on training for 'consultative selling'.
Yet have a culture and systems that don't
The Weekly Brief
To win high-value projects you need influence.
To win high-value projects you need influence.
But many people mess it up.
Because they aren't happy to
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To win high-value projects you need influence.
To win high-value projects you need influence.
But many people mess it up.
Because they aren't happy to
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#1 new business strategy.
Hunting NEW business?
Here's your #1 strategy.
Deliberately seek out and connect with ...
named executives ...
in businesses ...
that
The Weekly Brief
A prescription to improve conversations.
Listen well.
Summarise what people say.
Let them know you heard and understood THEM.
Then reflect back your thoughts on
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A prescription to improve conversations.
A prescription to improve conversations.
Listen well.
Summarise what people say.
Let them know you heard and understood THEM.
Then
The Weekly Brief
Aren’t we all dynamic, focused consultants?
Consultancy speak.
We all do it. Some more than others.
Projects framed as … digital transformation … blue sky thinking …
Results described
The Weekly Brief
Ghostbusters positioning.
How well-known are you? For what you want to be known for.
Try the Ghostbusters test.
A client wants advice
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The Ghostbusters test.
How well-known are you? For what you want to be known for.
Try the Ghostbusters test.
A client wants advice
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Can I get some Valium?
Can I get some Valium?
“Sure no problem.”
Imagine a teenager goes to their Doctor and asks for Valium, they