Irresistible Consulting Moments

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

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
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