Irresistible Consulting Moments

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

How to Capitalize on Your Consulting Talents

One of the huge perks of independent consulting is that you can operate from anywhere. Even if you’re steering a sizable boutique, it’s fairly easy to jaunt off to Italy or India or Indiana for a month. The indisputably best location for you has nothing to do with geography, though. It’s a place I call Genius Heights. Trust me, you want to go there. […]

By | 2018-02-06T22:35:28+00:00 February 7th, 2018|19 Comments

Lost a Consulting Gig? Here’s the Real Reason Why

You’d love to boast of 100% close rates—every one of your consulting firm’s prospects signs a contract for a lucrative consulting project. Alas, you and I both know that some great consulting opportunities have slipped away. Think about a recent project that didn’t come through for your consulting firm. Let’s call it Project X. Did you do something wrong? […]

By | 2018-01-16T20:17:43+00:00 January 17th, 2018|20 Comments
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