Proposals
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
Yeah, Well, Try Doing It Better
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
Strategically Thinking….
"We need a strategy" is a common plaint, and usually wrong. What's actually happening is that the tactics are failing. People often respond to my advice with, "I'm already doing that!" I reply, "Yes, but you're not doing it well
Look, Doc, Before You Cut, How About A Ten Percent Discount?
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
Winning Percentages
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
I Have an Announcement
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
Lip Service
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
Peripheral Skills
People seem to wonder what I mean by "peripheral skills," which are skills not immediately critical to your profession but do tend to set you apart. A brief example, which I'm sure you've all experienced. Tour guides and waiters have become
World Series
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
Sales Talk Is an Oxymoron
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