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The biggest mistake groups make at strategy workshops
I facilitate two distinctly different types of offsite workshops. One focused on group dynamics and the processes people use for
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Memos written for consultants Aug 2014 - June 2024.
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Personal impact
So, a final thought for 2015. How clear is it for you ... what you must do ... to create the future you want?
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Selling is a game
Have you noticed how a label begets behaviours? Children get labelled naughty. Adults difficult. Dogs dangerous.
And because humans have
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What to do when a deal stalls.
This week a mentoring client has a deal that’s stalled. The prospect put them off until the new year.
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Stop being a process junkie and become a client issue expert
Consultants love to talk about their unique process, even when it’s not that unique.
When asked, clients will generally
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Erasing the discomfort of feast or famine in consultancy
What kind of a week did you have this week? Were you nose down working flat out on service delivery?
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The sound of silence
You know how it is. You’ve figured out how to do the job and written a great proposal. Under
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Are your executive conversations compelling or commonplace?
Walking into a C-Level executive’s office to sell consultancy takes two things, competence and confidence.
Nearly all the consultants
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Hello persuasion ... meet resistance
As a group facilitator there’s plenty of opportunity to watch people trying to persuade others. You quickly notice patterns
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The perils of consultant speak and how it kills sales
Consultant speak. We all do it. Some more than others.
Defining projects as nominalisations … business transformation … blue sky thinking
or
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How do you create desire for your consultancy?
Did you know that just before signing the Cuba trade embargo President John F. Kennedy pocketed 1200 H.Upmann cigars?
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How consultants blow initial prospect meetings
You know those interesting conversations with prospects that end up going nowhere? Did you ever wonder what that's
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Will these 9 unusual questions to help you qualify and close?
In my post about fact addiction I mentioned that to sell consultancy effectively you must go beyond facts and get
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How to get amazing email responses - lessons for consultants
This week a client told me about their tremendous 80% take up rate. This was for an email they'
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Consultants: Are you working in a proposal factory?
It's easy to become a proposal factory when you sell consultancy.
And Invitation to Tenders (ITT) and Requests
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Permission to fail
There’s a thing about failure in the air. Jerry Colonna just released a Podcast “Fail with Honour”. Seth Godin
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Are you a fact addict?
To sell consultancy you must influence how clients think, feel and act.
In his brilliant book, Change or Die, Alan
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Qualification is the secret sauce
A prospective client and I were talked about doubling sales without taking more time. They were sceptical until I told