Jan 1, 2013
I am developing a new series of short articles defining the characteristics required to maximize a consultant’s success, based on my work optimizing the practices of established, already-successful consultants. Here is a preview of the articles that will appear...
Jan 1, 2013
This article is one of a series on the 12 characteristics that are required to succeed as an independent consultant, based on my work with experts optimizing their consultancies. Here is the link to the entire series. Your expertise is not enough to ensure your...
Jan 1, 2013
A key component to success in consulting is deeply embedded confidence — in your expertise, but even more so, in your belief in your personal value. You must be unshakable by the behavior of your prospects and clients, by rejection or the...
Jan 1, 2013
Consulting as a solo entrepreneur, when you must create all your own new client work as the key rainmaker, is a tough gig. I am surprised at the constant commitment it takes, even after 25 years of doing it. This kind of creative work, making your own work, insists...
Jan 1, 2013
Consulting has its ups and downs. Even long-time successful consultants can find themselves with minimal or no work, for an extended period. There are economic and market shifts we just do not control, and they have a direct effect on us. To succeed at consulting,...
Jan 1, 2013
“Rainmakers” make rain — they bring in the vital resources to keep things growing — in this instance, clients and billable work. In sales jargon, “you eat what you kill.” If you cannot make the rain come, or bring in the food to...
