The Weekly Brief
Referability Habits
At the start of a new year we reflect and make resolutions.
You know the kind of thing. Drink less
Words
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A thought for the first business day of 2022.
Individual targets for business development are often reset at the end/beginning of the calendar year.
This works for a
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How to get better at business development – Strategy #3.
Want to grow and get better at business development? Begin by knowing your outcome in every business development situation. And
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How to get better at business development – Strategy #2.
For getting better at business development, we started with Strategy #1. That is, choose and commit yourself to clear outcomes.
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How to get better at business development - Strategy #1.
Strategy # 1: Choose and commit yourself to clear outcomes.
We've all heard about goal setting. And you know
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Business development and consultancy growth
Consultancies grow when their best consultants get better at business development. That's my reality.
With that in mind
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Getting on the bandwagon ... without questioning the bandwagon.
Each week my VIP coaching clients get a weekly tracker. That allows us to stay in touch regularly to review
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Are you building trust right from the start of client meetings?
Imagine you've arranged that meeting with a person you want to meet. You've researched some valuable
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Who do you want to meet?
It's a simple enough question. One I ask of consultants early on ... when they're telling me
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Steal this interview and questions. Then figure out how they work.
[Written October 2021]
The predictors suggest opportunities for consultancy will soar over the next three years. In that context it’
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How to get unconsidered issues onto the client's agenda.
Assuming you're not order taking. How would you introduce clients to an unconsidered issue, where you might be
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Some thoughts on referrals.
This is all simple. That doesn't mean it's easy
Main referral sources.
* Your clients, current and
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Influence without selling ...
You'll see consultancy business developers in client meetings, mostly 'selling' their services. It's a
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The client is the crib sheet
Here's what a reader said about the previous brief on subtraction. They're applying the second of
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Subtraction and consulting skills
Less is more.
Flour. Water. Salt. Those are the only ingredients you need to make tasty Sourdough bread. Supermarket bread
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Three consulting skills ...
Three things where we, as consultants, can aim for continuous capability improvement.
1. Asking great questions.
Imagine you have a
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Straight-talkers build client confidence.
As consultants our work has lots of variables and stakeholder perspectives. We have to sort through, and make sense of
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A long time ago in a galaxy far, far away ...
... I ran workshops for leaders in large corporate organisations. They wanted change.
Sometimes their situation was remedial, where something wasn&