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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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Memos written for consultants Aug 2014 - June 2024.
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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:
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Thought Leadership - in less than two minutes
Years ago, at a futurists' workshop for a telecommunications business, the workshop participants were briefed on technological, industry, social,
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The best sales letter ever written
Recently I've had trouble breathing. It's not Coronavirus. It's been a bit random. I&
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An unusual perspective on knowledge-work
In the 1930s my great grandparents won contracts to transport goods by canal from London to the Midlands, using horse-drawn
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Rapport factors you shouldn't ignore
Rapport factors you shouldn't ignore
Last week's brief was based on a single question, "Do
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The challenge of creation in a problem solving world
When I run possibility thinking workshops my opening question is obscure. "What do you get when you solve a
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Going from okay to excellent
This week I saw another example of deliberate practice and how small, incremental changes can make a massive difference to
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3 habits to make yourself a better consultant
If you want to establish a new habit it seems that micro-changes to existing behaviour are the way to go.
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How to sow seeds in a recession
Many consultants are quite content to wait for their client base to initiate opportunities. We call this order-taking, and in