Working smart # 11: Pre-meeting management
I was amazed the other day to receive a text message from one of my clients, that he needed the mobile number of another of my clients (they were meeting for the first time). Turns out that neither...
Working smart # 10: Changing your context to power and authority
All of us have our unique demons that can undermine our confidence and erode our authority to stand up for our value, demand our pricing, and refuse scope creep from our clients. Many of these...
Working smart # 9: Managing the miscellany
I broke my own rule again this week... I over-extended, over-promised and, in keeping all my commitments, I exhausted myself. That made me mad (at myself). Then two of my clients reported doing the...
Living well #1: Controlling your medical information
Our complex world, now dominated by information, has not yet affixed to our wrist an embedded chip containing everything we need to communicate to Others (and maybe we don't want that). The Cloud...
Speaking tips: handling crowds following your presentation
You take the trouble to speak in public to share your knowledge, and to attract people you want to know for your business. Beyond the expertise you offer in your presentation or on your panel, the...
Working smart # 8: Getting to work (thinking less, doing more)
I get exasperated at my colleagues sometimes. They think too much and do too little, especially when starting out, re-starting, or pivoting. My clients do not fall into this error, because we are...
Creating & keeping customers, making jobs, and innovating products to change the world
Peter Drucker once wrote: “The purpose of business is to create and keep a customer.” Steve Jobs once said: "Our belief was that if we kept putting great products in front of customers, they would...
Working smart #7: Find your hidden markets and verticalize your practice
My head keeps ringing with "refine your ideal client profile" and "test your pricing model again to increase margins." These are the repetitive tasks every consultant must attend to, in order to...
Working Smart #6: Integrity and transparency in value pricing
I recommend to my clients that they directly address their value and their pricing when speaking with prospects. This can apply not only to consulting services, but also to products, or any other...
Working smart #5: track your value to your clients
Your clients are busy, caught up in the pace of growing their business. They have little down-time to reflect on what value you are bringing them. They may appreciate your deliverables and your...