Business of Consulting

I've never understood consultants who are flummoxed by a prospect saying, "Others can do this cheaper than you." Do you shop for the cheapest heart surgeon, or mechanic for your car, or roof repairer? What's really going on, of course, is

I'm watching a lot of football this time of year, and all of these teams are filled with star athletes, even at third-string. Yet only some teams are far above the pack. it's not the athletes, it's the coaching. The same

If you want to raise accountability, your own or your clients', make it public. Announce the goal at a meeting, or in a newsletter, or on social medial. Create the opportunity for others to pursue you about progress. Add the

Here's some heresy: At executive level in larger companies buyers are not trolling web sites to choose advisors. (They may assign their assistants to find venders.) They choose advisors based on peer-to-peer referral, no different from you asking someone you

In the baseball World Series (an interesting title, since it's not open to "the world") the Nationals defeated the Astros in seven games with neither team winning one home game.  So please don't be intimidated when you're in the buyer's office. "Home

Every buyer is different in many ways, but the commonality if they're healthy (about 95% of them) is that they seek to improve their condition, professionally and/or personally. Determine what that improved condition would look like (higher revenues, greater chance

I'm astonished by how little designers (cars, hotel rooms, appliances, furniture, etc.) consult with their perspective customers before they produce the final product. I'm always asked by consultants what topics to use for a special event, a client conference, or a

Does any political debate ever change anyone's mind? If you want your prospects to change their minds and become your clients, explain dramatically to them why it's in their best interests to do so. Too many sales are based on what's