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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