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 doesn’t yet know our name (but it will soon). William...
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 next most significant event is speaking to those from the audience who...
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,...
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 continue to open their wallets.” Now, that customer may...
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. ...
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 professional services provided. Here is how: In the first conversation...
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 results — both very important — but this is an appreciation...
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...
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...
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...
