Saying “No” on the way to “Yes”
I’ve written for 25 years that you must be willing to abandon business at least every two years, because you can’t reach out unless you let go. Too many consultants lug around long-time clients like street people unwilling to jettison
Who Knows Where or When?
I frequently critique book ideas of people whom I mentor, and sometimes co-write books, in addition to my personal publishing. The early conversations often go like this: Them: “I want to write a book about the importance of execution.” Me: “The prospective
Newest Million Dollar Consulting® College Graduates
At the Castle Hill Inn in Newport, Rhode Island:
Signs of Trust
How do you know when you've developed a trusting relationship with a buyer? • The buyer asks your advice on professional and/or personal issues. • Your "pushback" is accepted in good grace and responded to. • You both laugh genuinely at shared humor. •
How To Maximize A Referral
We often find ourselves with excellent, spontaneous referrals but seem to treat them as if they're low priority rather than jumping all over them since they're very high potential future sales. Here's how to maximize your chances: 1. Thank the referral
Six Steps to Success
If you’re having difficulties in your consulting business, or want to grow considerably, there are six areas to examine that can immediately focus you IF you’re honest about the responses. Defining yourself: Can you quickly, clearly, and articulately explain how others
The Dog Star: In Pursuit of the Real Thing
(The Dog Star is a symbol of power, will, and steadfastness of purpose, and exemplifies the One who has succeeded in bridging the lower and higher consciousness. – Astrological Definition) Buddy Beagle makes it a point to mooch biscuits from any
The Seven Signs of the Consulting Apocalypse
1. Billing by the hour, day or other time unit. 2. Failing to find and establish a relationship with an economic buyer (someone who can sign a check). 3. Leading with methodology and techniques rather than results and value. 4. Being prescriptive in
Showing Up
If you want to succeed, “show up”: Don’t ask for directions that are clearly stated in the literature or notice you’ve received. Pay attention. Get to the meeting early and get your materials and support prepared. Find a good seat to listen
Solutions in Search of Problems
I was asked by someone I’m mentoring whether or not to include a certain element in a workshop she is preparing. “Why will participants need that?” I asked. “I’ve been doing this for years,” she said. “Yes, but why?” I persisted. “What does