davidafields

About David A. Fields

David A. Fields is a mentor, coach and champion for independent consultants. He is also author of The Executive's Guide to Consultants and managing director of the Ascendant Consortium. Contact David at 203-438-7236 or [email protected]

The 10 Greatest Questions to Ask Consulting Prospects

You’re a consultant. You solve problems and give advice. Your wisdom and sagacity determine your value to clients, and you are literally paid to announce your well-reasoned thoughts. And yet, in the pursuit of new clients, your most profitable course is to learn rather than to inform. Your genius is revealed by your questions, not your assertions. […]

By | 2018-03-08T13:35:16+00:00 March 7th, 2018|25 Comments

When to Start Fee Discussions with Consulting Prospects

It’s the topic that everyone has on their mind, but is uncomfortable bringing up. The one you know will have to be raised at some point, and you’re shy about broaching it too early. Male pattern baldness. Fees and pricing. When is the right time to first broach fee or budget discussions with a prospective consulting client? […]

By | 2018-02-27T18:43:01+00:00 February 28th, 2018|11 Comments

How to Close Consulting Projects Even After You Lose Them

Some rejections are devastating. Like, “No, I don’t want to marry you,” or, “Sorry, your voice isn’t good enough to play the silent tree in this year’s Nutcracker.” Here’s another punch in the gut:  “We decided not to award the consulting project to your consulting firm.” But, could there be a silver lining or, at least, a project down the road after you lose a consulting project? […]

By | 2018-02-20T20:25:09+00:00 February 21st, 2018|4 Comments
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