Business of Consulting

Take a close look at your conversations, promotional material, and collateral, no matter what the media. Are they talking about how your clients are improved and are your clients attesting to that, or are the simply a recitation of your

How strong are myths and "taboos"? In the US, you'll seldom see a 13th floor on the elevator buttons or rooms that begin with "13." There IS a 13th floor, of course, but the hotel labels it the 14th and

Stop craving affection and start generating respect. You accomplish that by demonstrating how you can improve my life, not by pandering or telling me how good you are. Prospective buyers need expertise, not a buddy.

John Naisbitt wrote Megatrends in 1982 in which he made the famous prediction for "high tech, high touch." That observation is truer today than ever before. Don't be lulled into thinking that podcasts, email, videos, instagram, Zoom, and so on can

I received an angry letter this morning from a "virtual assistant" who took umbrage (I must buy stock in umbrage, it's used quite often) with my writing somewhere in one of my books (I write a lot of stuff) that

Your fees should be based on value. Value is the improvement in the buyer's condition. Solving problems is not as valuable (because most organizations are pretty good at that) as innovation and improvement. Value emanates from business objectives, which are

A business proposal from a consultant to a prospective client is not an exploration or a negotiation. It is a summation of conceptual agreement reached in person and recorded in the proposal. If you don't have that prior agreement with

Here's the deal: If someone tells me they need help, and I give them advice that I know works and will work for them, and they are still unsuccessful and tell me, "I'm already doing what you told me to do