Irresistible Consulting Moments

The First Rule of Successful Consulting

Consultants have much to learn from the words of a Harvard medical professor who was addressing his students in 1926. In fact, you might even call if the first rule of successful consulting. Dr. Francis W. Peabody taught before doctors had antibiotics to combat bacterial illnesses (and give rise to superbugs), before hospitals bristled with technology (and a three-day stay cost more than a small house), and before chocolate was known to stave off depression (I have nothing bad to say about chocolate). Anyway, Dr. Peabody saw that the aim [...]

By | October 5th, 2016|14 Comments

The 5 Ways to Become Wealthy in Consulting

If you want your consulting practice to be more lucrative*, there are five paths to achieve that goal. Or, said otherwise, there are five possible bottlenecks holding you back. If you can identify and break open your current bottleneck, you’ll advance to the next level of financial freedom. […]

By | September 28th, 2016|14 Comments

Four Mistakes You Must Make to Win Consulting Business

It turns out that, as a consultant, committing certain errors isn’t just acceptable, it’s practically mandatory if you want to build your consulting business. Before I became a published author, I worked on a book about the top challenges facing CEOs. It never made it to the bookshelves. Neither did my very first book: “My Dads a Dinasore.” The only difference being that the 250-page CEO book took three years to research and draft, whereas the other I wrote when I was three years old with six pieces of construction paper [...]

By | September 14th, 2016|13 Comments

How to Travel Less & Earn More Consulting Revenue

Some consultants love to travel for their consulting projects. Me, I’m not a big fan. I prefer to be with my family, sleep in my own bed, eat healthy, home-cooked meals, and work in my gym clothes. Besides, when I’m on the road, there’s less time for marketing and business development, and I can’t play old-man hockey at the local rink. But how do you build a booming, lucrative consulting practice while staying cozily ensconced in your home office? On a typical, six-figure project I will spend roughly four or [...]

By | September 7th, 2016|4 Comments

Reluctant Prospect? 10 Reasons to Hire a Consultant

Why aren’t more clients hiring you? Coast through just one industrial park in New Jersey and you’ll pass Alberts Organics ($25 million)… VWR International ($4.4 billion)… Pinochle Paradise ($239 million). Okay, I made up Pinochle Paradise but the other two are there along with 170 other establishments of myriad sizes and industries. Every time I drive through a commercial district like that New Jersey industrial park on my way to a client site, I’m amazed at the sheer number and variety of businesses. Consultants who travel with me know I [...]

By | August 31st, 2016|15 Comments

The One Meeting that Reliably Produces Huge Consulting Projects

There were about fifteen of us—three from my team and a dozen client personnel—in a conference room at the headquarters of one of the world’s largest pharmaceutical companies. The meeting was long. Lively, but grueling. It took an investment of time and even a bit of cash to pull together. (I brought two, contract consultants in to prep and attend the meeting.) At the end of the day we walked away with a commitment for about $300,000 of consulting business, spread over a handful of initiatives.  (Since a meaningful [...]

By | August 24th, 2016|12 Comments

Top 10 Techniques for Winning Consulting Clients

As a consultant, you can putter along, earning a reasonable income if you’re blessed with innate charm, passion for your practice or considerable chutzpah. But what truly allows some consultants to consistently succeed in winning projects, in attracting clients, and in commanding higher fees? […]

By | August 10th, 2016|6 Comments

103 Year-Old’s Message for Consultants Like You

I hope to be old. Someday. Old enough that no one at any age could look at me and call me a whippersnapper. Nobody calls me a whippersnapper now, but they could. When I finally reach those platinum years, what will I know that I wish I had known back when I was running my consulting firm? Fortunately, I’m able to get a glimpse at the answer to that question. Watch the video below. […]

By | August 3rd, 2016|2 Comments
Load More Posts