Business of Consulting

I've always tried to get what I need to get done early in the day, and avoid the late afternoon. I've seen clients where everyone wants to see the boss before lunch because the boss allots more time and is

People who are angry in their jobs are really angry with themselves, perhaps for not having a better job, or not doing better in the current job. But my advice is always to remove them because they consistently provide poor

I believe in asking a few pertinent questions (such as, "What prompted you to meet with me today?") but I find too many consultants placing the buyers at a metaphorical bare table under a glaring light bulb and interrogating them

It doesn't matter how quickly you can do something in terms of its value. Some people can create great art, write books, compose music in a very brief time. That doesn't make the works any less valuable. The time you take

Is this coming out of your sole budget? Do you own this project with no one else's approvals? If we shook hands today could be begin tomorrow? These are the kinds of questions to ask if you're at all uncertain about whether or

We (should) tell clients who feel they can "do it themselves" that they can't, or they would have done it already. Marshall Goldsmith and I point out in our work (and our book, Lifestorming) that if people can't get something done

Think of the value you intend to offer and its impact before you determine the delivery vehicle or the fee. High-end car companies build the very best car they can and then decide what to charge for it. Commodity car companies

Always arrange to talk to your prospective buyer alone. Subordinates in the room are often threatened and/or want to know about the details of implementation. Ask the buyer for some private time to discuss issues not appropriate for subordinates to

The first 90 seconds of your speech will determine how closely people will listen after that. You'd better capture their attention right from the outset or you'll be competing with email, lunch choices, and car loans for the rest of the

An advisory to consultants on how to deal with your clients: Are they prepared for emergencies and crises? I don't think Boeing was, though being in their business you'd think they'd be. Most people can't put on an aircraft life vest