Jan 1, 2013
A key to success in consulting lies in simplifying your communication: no corporate-speak, no academic-speak, just subject-verb-object like you learned in second grade. Your prospects and clients weary of plowing through your long complex sentences, voiced in the...
Jan 1, 2013
Achieving and maintaining your core “zen distance” from your clients and their decisions may be the most difficult skill you will learn over your years as a consultant. This distance (sometimes called “disinterestedness” by spiritual folks)...
Jan 1, 2013
Maintain a strong network of referrals — avoid erratic work flow. Most consulting gigs come through someone telling someone else about you and your expertise. This talking about you constitutes a “warm” introduction and becomes a referred prospect. ...
Jan 1, 2013
Every strong consulting practice maintains a strong pipeline of prospects so that new work is always pending and closing. As this new work layers on top of your existing client work, you can project your revenues, profit margins and work schedules into the future. ...
Jan 1, 2013
There is a key theme running through all the 12 characteristics of successful consultants that we have been exploring here: it is self-discipline. Reviewing the 12 characteristics, each of them requires a certain stalwart truth-telling (to yourself) and a willingness...
