{"id":14686,"date":"2018-07-25T00:01:43","date_gmt":"2018-07-25T04:01:43","guid":{"rendered":"https:\/\/www.davidafields.com\/?p=12186"},"modified":"2018-10-25T15:11:51","modified_gmt":"2018-10-25T19:11:51","slug":"why-a-prospects-stall-tactics-could-be-good-for-your-consulting-firm","status":"publish","type":"post","link":"https:\/\/www.davidafields.com\/why-a-prospects-stall-tactics-could-be-good-for-your-consulting-firm\/","title":{"rendered":"Why a Prospect&#8217;s Stall Tactics Could Be Good for Your Consulting Firm"},"content":{"rendered":"<p>When a prospective client responds \u201cNow\u2019s not the right time\u201d to your proposal, you could feel dejected. Don\u2019t. Delayed consulting projects can be a blessing.<!--more--><\/p>\n<h3 style=\"text-align: center;\"><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter size-full wp-image-12187\" src=\"https:\/\/www.davidafields.com\/wp-content\/uploads\/2018\/07\/client-talks-to-darwin-woohoo.gif\" alt=\"\" width=\"208\" height=\"265\" \/> Benefits of Delayed Projects<\/h3>\n<p style=\"padding-left: 30px;\"><ul class=\"fusion-checklist fusion-checklist-1\" style=\"font-size:16px;line-height:27.2px;\"><\/p>\n<p style=\"padding-left: 30px;\"><li class=\"fusion-li-item\"><span style=\"background-color:#391892;font-size:14.08px;height:27.2px;width:27.2px;margin-right:11.2px;\" class=\"icon-wrapper circle-yes\"><i class=\"fusion-li-icon fa fa-smile-o\" style=\"color:#ffffff;\"><\/i><\/span><div class=\"fusion-li-item-content\" style=\"margin-left:38.4px;\">You have time to plan your resources. This is particularly important if you\u2019re already stretching your capacity to deliver quality that delights your clients.<\/div><\/li><\/p>\n<p style=\"padding-left: 30px;\"><li class=\"fusion-li-item\"><span style=\"background-color:#391892;font-size:14.08px;height:27.2px;width:27.2px;margin-right:11.2px;\" class=\"icon-wrapper circle-yes\"><i class=\"fusion-li-icon fa fa-smile-o\" style=\"color:#ffffff;\"><\/i><\/span><div class=\"fusion-li-item-content\" style=\"margin-left:38.4px;\">You have time to cogitate about solutions. Like sleeping on a problem and waking up with the answer, a bit of downtime on a project often rewards you with a more valuable result for your client or a more elegant, efficient path through the project.<\/div><\/li><\/p>\n<p style=\"padding-left: 30px;\"><li class=\"fusion-li-item\"><span style=\"background-color:#391892;font-size:14.08px;height:27.2px;width:27.2px;margin-right:11.2px;\" class=\"icon-wrapper circle-yes\"><i class=\"fusion-li-icon fa fa-smile-o\" style=\"color:#ffffff;\"><\/i><\/span><div class=\"fusion-li-item-content\" style=\"margin-left:38.4px;\">You\u2019ve seeded your future revenue. Every project you put in place for later, reduces your future anxiety. This may be the biggest benefit to delayed projects. You\u2019re giving your future self a gift of revenue, and what nicer gift is there than that?<\/div><\/li><\/ul><\/p>\n<p>Of course, not every delay delivers on those benefits. Sometimes, \u201cNot right now\u201d is tantamount to \u201cNever.\u201d<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter size-full wp-image-12189\" src=\"https:\/\/www.davidafields.com\/wp-content\/uploads\/2018\/07\/client-talking-to-darwin.gif\" alt=\"\" width=\"212\" height=\"265\" \/><\/p>\n<p>Determine your response to a proposed delay by posing a very important query:<\/p>\n<h3 style=\"text-align: center;\">How will you know when it\u2019s the right time to do this project?<\/h3>\n<h3 style=\"text-align: center;\">What\u2019s the trigger for us to move forward?<\/h3>\n<p>When you dig into your prospective consulting client\u2019s desire to delay a project, his response likely falls into one of the following buckets:<\/p>\n<ol>\n<li><strong>Not a Priority<\/strong> \u2013 Most excuses and all AWOL prospects indicate a lack of urgency. This is the most common cause of delays and unsigned projects.<\/li>\n<\/ol>\n<p style=\"padding-left: 60px;\">Assumption #1: You were diligent during your discovery process (a.k.a. the Context Discussion), and you uncovered the prospect\u2019s compelling, emotional reason for hiring you.<\/p>\n<p style=\"padding-left: 60px;\">Assumption #2: You attempted to ignite your prospect\u2019s urgency by pointing out the consequences of delay.<\/p>\n<ol start=\"2\">\n<li><strong>Soft Obstacle <\/strong>\u2013 Prospects sometimes insert conditions that seem reasonable, but aren\u2019t truly necessary. New personnel is a common example; e.g., \u201cWe want to wait for the new VP of Gravity to start, and let him weigh in on your project.\u201d<\/li>\n<\/ol>\n<ol start=\"3\">\n<li><strong>Hard Obstacle<\/strong> \u2013 Sometimes clients are facing an obstacle that literally prevents them from moving forward. For instance, your project can\u2019t start until a pending law goes into effect, or until a certain IT system is installed.<\/li>\n<\/ol>\n<p>Did you notice that none of those three buckets actually answers the questions?<\/p>\n<p>You didn&#8217;t ask, \u201cWhy are you delaying?\u201d You inquired, \u201cWhat\u2019s the trigger to move forward?\u201d<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter size-full wp-image-12188\" src=\"https:\/\/www.davidafields.com\/wp-content\/uploads\/2018\/07\/client-holding-buzzer.gif\" alt=\"\" width=\"276\" height=\"265\" \/><\/p>\n<p>Push for the signal that you can start your project. The trigger (or lack of one) will tell you how happy you can be about the delayed project.<div class=\"fusion-builder-row fusion-row \"><\/div><div  class=\"fusion-layout-column fusion_builder_column fusion_builder_column_1_1  fusion-one-full fusion-column-first fusion-column-last fusion-blend-mode 1_1\"  style='margin-top:0px;margin-bottom:0px;width:100%'>\r\n\t\t\t\t\t<div class=\"fusion-column-wrapper\" style=\"background-color:#f4f4f4;padding: 10px;background-position:left top;background-repeat:no-repeat;-webkit-background-size:cover;-moz-background-size:cover;-o-background-size:cover;background-size:cover;\"  data-bg-url=\"\">\r\n\t\t\t\t\t\t\n<h3 style=\"text-align: center;\">Triggers<\/h3>\n<p><span style=\"color: #000000;\"><strong>No Trigger\/Fuzzy Trigger<\/strong><\/span> \u2013 If your prospect can\u2019t give you a definitive indication of how he\u2019ll know to when to start your project, then mark it down as a lost project and move on.<\/p>\n<p>Excuses that amount to a lack of priority tend to lead to fuzzy triggers. Let go, turn your attention elsewhere, and feel good that you won\u2019t waste any more time on a prospect who\u2019s not serious about jumping into action.<\/p>\n<p><span style=\"color: #000000;\"><strong>Condition-Specific Trigger <\/strong><\/span>\u2013 If your prospect identifies a specific condition that must be in place in order to move forward with your consulting project, then it\u2019s not always clear what to do. This is the toughest situation.<\/p>\n<p>A specific condition based on a Soft Obstacle (e.g., the VP of Gravity starting) is often bad news for your consulting project. In these cases, set a reasonable date in the future to check the status of the condition. (Did the VP start? Is he ponderous?) Don\u2019t count on these projects, and don\u2019t feel badly about them either. Occasionally one will blossom into future revenue.<\/p>\n<p>A specific condition based on a Hard Obstacle (e.g., an IT system in place) is fairly good news for your consulting project. Again, set a reasonable date in the future to check into the status of the condition. In these cases, though, you can feel reasonably positive about delivering revenue to your future self.<\/p>\n<p><span style=\"color: #000000;\"><strong>Date-Specific Trigger<\/strong> <\/span>\u2013 If your prospect has a Hard Obstacle and can name the specific date the obstacle disappears, you\u2019re sitting pretty. For instance, \u201cThe IT system will be running on October 3<sup>\u201d <\/sup>or \u201cThe regulation goes into effect on January 1.\u201d<\/p>\n<p>Projects delayed with a date-specific trigger are highly likely to close, assuming you\u2019ve overcome all other obstacles. Try to lock the project in by signing a contract, setting up a kickoff date, and getting the client into action on the project already. Then give yourself a pat on the back for helping your future self.<div class=\"fusion-clearfix\"><\/div>\r\n\r\n\t\t\t\t\t<\/div>\r\n\t\t\t\t<\/div><div class=\"fusion-builder-row fusion-row \"><\/div><div  class=\"fusion-layout-column fusion_builder_column fusion_builder_column_1_1  fusion-one-full fusion-column-first fusion-column-last fusion-blend-mode 1_1\"  style='margin-top:10px;margin-bottom:0px;width:100%'>\r\n\t\t\t\t\t<div class=\"fusion-column-wrapper\" style=\"background-color:#ffffff;padding: 0px;background-position:left top;background-repeat:no-repeat;-webkit-background-size:cover;-moz-background-size:cover;-o-background-size:cover;background-size:cover;\"  data-bg-url=\"\">\r\n\t\t\t\t\t\t<div class=\"fusion-clearfix\"><\/div>\r\n\r\n\t\t\t\t\t<\/div>\r\n\t\t\t\t<\/div><\/p>\n<p>Are there other benefits to a prospect stalling on your proposal?<\/p>\n<hr width=\"80%\" \/>\n<p><a href=\"https:\/\/irresistibleconsultant.wufoo.com\/forms\/qau7b7i1hx6d85\/\" target=\"_blank\" rel=\"noopener\"><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter size-full wp-image-11634\" src=\"https:\/\/www.davidafields.com\/wp-content\/uploads\/2018\/02\/new-to-comments-blog-bottom2.png\" alt=\"\" width=\"450\" height=\"211\" srcset=\"https:\/\/www.davidafields.com\/wp-content\/uploads\/2018\/02\/new-to-comments-blog-bottom2-200x94.png 200w, https:\/\/www.davidafields.com\/wp-content\/uploads\/2018\/02\/new-to-comments-blog-bottom2-300x141.png 300w, https:\/\/www.davidafields.com\/wp-content\/uploads\/2018\/02\/new-to-comments-blog-bottom2-400x188.png 400w, https:\/\/www.davidafields.com\/wp-content\/uploads\/2018\/02\/new-to-comments-blog-bottom2.png 450w\" sizes=\"(max-width: 450px) 100vw, 450px\" \/><\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>When a prospective client responds \u201cNow\u2019s not the right time\u201d to your proposal, you could feel dejected. Don\u2019t. Delayed consulting projects can be a blessing.<\/p>\n","protected":false},"author":4,"featured_media":12200,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[119,126,127],"tags":[],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Why a Prospect&#039;s Stall Tactics Could Be Good for Your Consulting Firm - David A. 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