Irresistible Consulting Moments

What to Say Before You Say Anything – Important Script for Consultants

You’re sitting down with Yolanda Blatherpumpkin, a hot prospect at Rocket Chocolate who desperately needs your help. If you manage the process well, a lucrative consulting project and a case of mocha turtles are just two conversations away. But before you launch into the first conversation—the Context Discussion—with Yolanda, you need to take an important step that I outline in detail below. In your excitement about having a live prospect on the line, it’s tempting to dive right into the Context Discussion. Of course it’s also tempting to grab every [...]

By | November 16th, 2016|16 Comments

The Ultimate Choice for Consultants

In the U.S.A.’s extraordinary election cycle, each and every citizen made a critically important choice (including those who chose not to vote). Hours later, individual voters learned whether they had "won" or "lost." As a consultant, you should reverse that order. After you win or lose you have a critical choice to make. In the course of pursuing new business, sometimes you’re going to win projects and sometimes you’re not. You have the same choice to make whether you close the deal or it slips away: Will you learn from the [...]

By | November 9th, 2016|4 Comments

How Narcissists Steal Your Consulting Business (and What You Need to Learn)

Narcissists. They attract admirers like trick-or-treaters to chocolate. Countless throngs buy their offerings—metaphorically or literally. As consultants, we don’t want to be narcissists; yet, narcissistic competitors can eat your consulting business alive. Narcissistic personalities have been very visible as of late. Many may be what Michael Maccoby calls “productive narcissists,” whose aggressive energy, engaging charm, and relentless self-importance power impressive business success. Why do they succeed? Studies show that people in turmoil or facing uncertainty are especially likely to follow a strong leader who promises easy, pain-free passage to [...]

By | October 26th, 2016|8 Comments

Consultants: Are You Ever Stuck? Getting in Motion. Staying in Motion.

Consultants who must be in action to win business, deliver value, and build a thriving firm, often find themselves stuck. Stopped. Zippo progress. Has that ever happened to you? If so, read on. If you ever find yourself at a standstill, you may be feeling overwhelmed or uninspired. Worse, even when your enthusiasm burns bright for your highest priorities, you may find yourself procrastinating. The real problem? The wrong person is in charge. In terms of your actions, you’re always in the driver’s seat; however, when you’re feeling as stuck as [...]

By | October 11th, 2016|8 Comments
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