Jun 27, 2013
This is the task that successful companies and consultants mark as a priority, and most others neglect: defining, testing and refining your ideal client profile. Your product or service or consultancy is serving a specific market, and that market must be defined. ...
Jun 20, 2013
Pitching your results is the best way to close a new client. We spend a lot of time working on our pitches to gain new clients. We delineate our services’ features and benefits. We tell our histories and stories of our mission and our passion. As we get more...
Feb 22, 2013
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 accountable to each other to keep up their pace in closing new work,...
Feb 8, 2013
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 drive profitability in his or her practice. ...
Aug 24, 2012
In our fast-moving, sound-bited workplace, we are often asked to be really intelligent and cogent in a short amount of time, without much preparation. Panel presentations sometimes allow only 6 minutes to make your point, show your expertise, and encourage your...
Jun 10, 2011
There are boundaries that we might expect in social behavior, especially in professional networking.But sometimes our bad manners show up, and this must flash us a message to watch our actions. I was attending a going-away party for a long-term client of mine, as she...
