The Weekly Brief
Pareto Principle is the ultimate performance hack.
80% of people know about the Pareto Principle. Only 20% apply it. And only 20% of that 20% apply it
Words
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A big mistake leaders make with their team
Here's something you might find useful in your consultant, business developer, or leadership role. It's wisdom
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Are you building a consulting business, or a practice?
Important question, because there's a difference.
Practice building people are always busy, with delivery work. They never seem
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The first sign you're a trusted consultant
The first sign you're a trusted consultant is when a client calls you to talk about their issues.
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Can I get some Valium?
"Sure no problem."
Imagine a teenager goes to their Doctor and asks for Valium, they say they need
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Do you short change yourself?
Many consultancy owners price work using a time-and-effort model. It’s simple, but is it fair? What if fees were
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The extremes of buying consultancy
Seems to me there are two extremes when clients buy consultancy.
At one end of the spectrum there are complex
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The dangers of different and similar
In my SAP consultancy days a client came to the office for an Export Invoicing demonstration.
He arrived wearing flamboyant
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Communicate what you do better than anyone else (an exercise)
I created this exercise after hearing people say their job in IT wasn’t understood by their parents. It’s
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What to do with thinking time
A previous perspective I wrote about ended like this ... "you'll need to change something to maximise your
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The 'big cheese' request algorithm.
You know that getting executive attention is a major challenge.
A quick call with you; the answers to your questionnaire;
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Are your clients seeking or shirking?
Performance accountability shows up as a 'results ownership' mindset. It is different from an 'order taking'
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Show don't tell ... or go to hell
More on how to stand out in sales without talking about a USP.
The first USP brief offered an approach
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I'm kind and work hard ... you should marry me
Consultants grab the unique sales proposition (USP) concept hoping to differentiate their offer. It might work in marketing but is
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The practice before the outcome
Just before 2020 year end I lost my (man's) best friend. Chile the beautiful working sheepdog in the
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Planning for 2021 ... but not as we know it Jim
We're into another year and you'll no doubt have had several nudges toward setting goals for
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Were the sleeves of his coat rolled back?
It's been a strange week.
The UK Government announced the move into Lockdown 2.0 (November 2020). Then
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Getting paid what you're worth
I've noticed how often consultants underplay their expert contribution to client results.
This manifests in different ways, including: