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Business of Consulting

Identify yourself as an expert—a resource—not as a speaker or coach or consultant—which are commodities. The former is of great valued worth high fees. The latter three are easily comparable and highly price sensitive. Case in point: You'll hear people talk about

When a client's objectives are completely "internal" ask the question "Why?" to find out the business improvement ("external"). Example: The client says, "We want to improve communication among our teams." Well, you can improve communication among teams until the cows come

If you want to prove a point, apply "social proof." While this can comprise testimonials from others, it's best to use contemporary (or even historical) examples. For example (!) I don't believe that reputation alone is sufficient for the perpetuation of