The Weekly Brief
Don't make the mistake of letting clients see you as a contractor?
Some people mistake contracting for consulting, but they’re different. Contractors complete tasks under the clients direction. They’re pseudo-employees.
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Top performers set unreasonable expectations.
Top performers set unreasonable expectations.
For themselves. And others.
That’s a good thing because ...
I've seen unreasonable
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How to introduce case studies into a conversation.
How to introduce case studies into a conversation ...
in just a minute ...
without boring the pants off your prospect.
1/
The Weekly Brief
Negative news sells media space but is it good for your health?
The UK recession is official. You already knew that without Jeremy Hunt saying it. This is my fifth while working
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How to build influential relationships with movers and shakers.
Every organisation has movers and shakers. These are the people with goals and a game plan for achieving them. They&
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Questioning, listening, influencing.
Flour, water, and salt.
They’re the only ingredients you need to make tasty Sourdough bread. Supermarket bread has five
LinkedIn Posts
Why people change.
People don't change (buy) because you give them the facts.
They change (buy) because they feel some level
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1 Habit All Successful Consultancy Business Developers Have In Common
Most successful consultancy business developers share the same handful of things in common:
* They are experts in their field.
* They
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Avoid these 3 mistakes consultants make and win more projects.
Sorry to beak the bad news.
Consultancy projects aren't won by "the best". Relationships rule. Executives
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An easy framework for growth with outcome-based conversations
I have been an advocate for outcome-based conversations for years now.
This started after I'd read the Alan
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How to create extraordinary experiences that differentiate
This is how to create extraordinary experiences.
The type of experiences that attract the best team members and clients. Ones
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How to improve conversations with clients
Previously I've found myself using too much airtime during conversations. I often felt trapped in broadcast mode and
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The most unusual source to learn about winning consultancy sales
Recently I adopted an 11 week old border collie puppy, Harry.
Over the next 18-24 months I will develop him
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Helping clients decide
Consultancy leaders interested in revenue growth often think about "winning sales".
They want me to teach their team
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Sixty glorious minutes. One very valuable insight.
A rescheduled meeting gave me some unexpected free time. Instead of moving onto my next task I took in some
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4 questions that will get you more referrals
A while ago I wrote about Dan Sullivan's Referability Habits concept.
I love the simplicity of this. You
The Weekly Brief
... you missed an opportunity.
The only reason the client bought you in.
They want a business outcome.
They want value.
And because you'
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Business growth and winning projects with key decision makers in big companies.
Working with consultants I notice interesting things around business growth and winning projects. These include:
* Project opportunities coming via a