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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Memos written for consultants Aug 2014 - June 2024.
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Another easy way to stand out.
Easiest way to differentiate yourself?
Offer clients a 'wow' experience.
How?
-- Reduce time spent on internal stuff
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The worst feeling for consultants is stagnation.
The worst feeling for consultants is stagnation.
Especially if you're ambitious.
Some symptoms:
* Company sets mediocre goals
* Client
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3 questions to jumpstart a client conversation
Think of a client where you want more impact and influence.
Answer these questions:
1. What pressures does the client
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How to lose a £100K project.
Ignoring personal motivation.
That's how I lost a £100K project.
If you want to win bigger, better projects
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The problem is ... clients don't care.
Every consultant I know loves their methodology.
They can riff on it for hours.
Problem is ... clients don't
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3 questions to close your consulting year.
Some quick-fire which questions to finish the year. So here we go:
1. Which thing (about your consulting) did you
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High-value, low-volume prospecting.
Consulting is a relationship business.
Especially if you're going after bigger projects.
Which can mean a smaller number
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Getting business meetings in a recession.
Getting business meetings in a recession.
Executives are always 'sick and tired' of something.
Your job is to
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Create an exceptional experience and you differentiate your practice.
Create an exceptional experience and you differentiate your practice.
Fortunately most consultants won’t take time to do this.
So
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Top sales performer - two years running
When the best get better
Currently I'm coaching a group of consultants in a small firm to build
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Stop interrupting me.
Ask a precise question ... then shut up.
Clients want to talk ... don't get in their way.
STOP INTERRUPTING.
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Sales theory is all well and good but this is more fun and productive.
1/ Identify a high-value, high payoff client development activity.
eg. You want a better sales meetings, so experiment with:
* Building
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Are you in the top 4%?
Less than 4%
That’s how few consultants introduce themselves well. Mostly the others tell you what their job is.
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☀️ How to run brilliant first meetings
This is for situations where you decide to invest in building a highly productive, strategic relationship.You want to lead
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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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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&