How To Avoid Being Blown Out Of An Office
Quite a few consultants find themselves out in the cold after seeing a buyer without even knowing what happened Here are some situations to be aware of and avoid or deal with more productively. • Your first meeting with the buyer
Gaining More Referrals
• Once a quarter, contact everyone on your list, remind them of your value proposition, and ask for introductions to those who could profit from it. • Provide a description of your ideal referral, e.g., heads a profit center, manages a
Traits of My Most Successful Mentoring Clients
I've been asked repeatedly what traits and behaviors are endemic to my most successful mentoring clients. I recently listed them for the Mentor Hall of Fame meeting in New York. Picture the categories below as continua, not "have it or
Flee, Free, or Fee
Psychologists talk about the "fight or flight" syndrome, and many people in professional services debate what should be "free" and what should demand a "fee." My experience tells me that most people go through a quick hierarchy of three possibilities
The Little Things That Kill You
Ironically, it's not the big disasters that undermine most professional services practices. It's the little things, an accrual of blockage and inefficiency and calcification that creates stalactites along your path. Don't live with "necessary evils." For example, do not tolerate: • Late
How to Control A Conversation
In our business, language is everything. Language controls discussions, discussions control relationships, and relationships control business. Too many consultants (and professional services providers) engage in conversations without any goal or objective, as if merely "chatting up" someone will lead to business.
Advice from the Mentor Summit in Miami Beach
Having conducted another Mentor Summit (where members of my global community gather for a few days to learn, network, and have fun), here are some observations I’d like to share with all professional services providers. • You are usually much better
The Consulting Bible Reviewed by Project Management Institute
Book Review: The Consulting Bible - Everything you Need to Know to Create and Expand a Seven Figure Consulting Practice Author: Alan Weiss Ph.D. Reviewer: Richard Sachs, PMP, MCPM Dr. Alan Weiss adds this recent book to his extensive publishing career of over
Business At The Beach
I’ve heard people actually state with pride that when they are on vacation they do not respond to email or phone messages. The focus only on their vacation, and put off any business until they return. To quote my wife and
Alan’s Latest Interview
I was interviewed recently by someone who had really done his homework, and I think you'll enjoy the results of this candid, unscripted session. Here are his instructions: Alan- Thank you for your delightful interview on our FoxNews affiliate here in Nashville,