Irresistible Consulting Moments

A Reliable Method to Find the REAL Decision Maker for Consulting Projects

Huckleberry (a.k.a. Huck), the Assistant Deputy Vice President of FruitSpread, Co. asks whether you can help him out of a jam. “Yes I can,” you reply, already tasting a sweet new consulting project. The discovery process with Huck is smooth, and you anticipate this will be a plum engagement. You submit an irresistible proposal (which includes the seeds of future projects) and all that’s left is to seal the deal. Surprisingly, Huck misses the call you scheduled to address any sticking points on the proposal. He also doesn’t respond to [...]

By | January 18th, 2017|4 Comments

Two Case Studies in Winning Consulting Business. Connect the Dots.

Two case studies reported to me by consultants in the past couple of weeks: Rich, in South Carolina, nabbed a $64,000 project from a state agency. To win the project, he submitted a proposal that was easily accepted because he was the only consultant bidding. The proposal built on three phone calls between Rich and the agency’s Grand Poobah. The first phone call consisted of Rich following up on an introduction made by one of his colleagues at his boutique firm. [...]

By | January 11th, 2017|4 Comments

Process vs. Results. Which Focus Grows Consulting Firms?

Consultants tend to sell (and believe in) rigorous processes. However, successful entrepreneurs are known to eschew process and doggedly chase results. Uh oh, what does that mean for us independent consultants? Especially when it comes to business development, should we be devoted to the process or the results? […]

By | January 4th, 2017|6 Comments

The 11-Point End-of-Project Checklist

As the final moments of the year tick down, you cast your gaze ’round the revelers gathered nearby (or perhaps at the intrepid-yet-nuts throngs televised from Times Square). Wide-eyed, overtired children and adults in various states of inebriation mumble the words to Auld Lang Syne, a song no one actually knows or understands. […]

By | December 28th, 2016|0 Comments

The Benchmark That Builds Consulting Businesses

Many readers know that I’m 6’1″ tall… if my posture is perfect, I think tall thoughts and I stand on two tins of homemade, coconut dream bars. Is that tall? Short? I only know if I have some sort of standard for comparison. Consultants often look at benchmarks to gauge their recent performance. Those are internal benchmarks. Let’s look in a different direction—external benchmarks—to see how they can build your consulting practice.  […]

By | December 21st, 2016|6 Comments

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
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