How to Walk the Line
Here’s the fine line walked by fine consultants:
1. Don’t assume the client is damaged.
But DO validate and verify what you’re told through observed behavior.
2. Don’t get sucked in by fads, jargon, and academics’ “breakthroughs.”
But DO find legitimate workplace trends and develop your own intellectual property.
3. Don’t get sucked into the whirlpool of low level people who talk a big game but have no budgets or authority.
But DO identify that one in ten who is professional, recognizes value, and can introduce you to economic buyers.
4. Don’t allow amateurs shouting on the social media platforms to influence your thinking or actions.
But DO use social media to introduce your own value into larger communities and to overcome the amateurs who are upset because you won’t follow them on Twitter!
5. Don’t allow the client to tell you how to consult.
But DO operate diagnostically in your marketing to draw the buyer toward your approaches, then become prescriptive when you’re hired and you must be seen as the consultant.
6. Don’t spend your precious discretionary time on people who beg you to help them for free.
But DO provide pro bono work, philanthropy, and advice to those whom you respect and deserve such help.
7. Don’t think you have to have all the answers.
But DO know how to ask all the right questions.
8. Don’t wait for the prospect to get back to you.
But DO think of the fourth sale first, and don’t rush into the easiest or most obvious project.
9. Don’t spend more than you take in.
But DO plan to invest in your own self-development continually.
10. Don’t fail to use technology to reduce labor intensity.
But DO avoid allowing it to become a burden or time waster.
11. Don’t charge by the hour or time unit.
Seriously, not ever.
© Alan Weiss 2010. All rights reserved.
J. Scott
Alan, You post is “continuing education!” Ordered your “proposal” book yesterday and look forward to your thoughts. Have a great day!
Cordially, Scott
Alan Weiss
Thank you!!
Sonia Isotov
Wrote my first value-based proposal today; based on your book, 3rd edition! It was a grant research and writing proposal for a startup business. May not have been the ideal proposal to start with but you said “80% is ready enough” so I figured it would be good practice if not anything else. Now I have a template I can use and the whole process should go smoother. 2 2/1 pages. 4 options. I’m a believer. Thanx for all the podcasts, too.
Alan Weiss
Thanks for the feedback, watch my blog for some upcoming announcements for you to be involved in this community.
Allan
The latest catchphrase in “social media” right now is “listen” – as in you should listen to as many people as possible to stay current and discover new ideas.
This is the first time in history where “listening” is generally a damaging activity.
If you want to make a big impact, you have to be selfish with your time.
Alan Weiss
98% of all blogs are crap, and 99% of everything posted on social media platforms is noise simply posted for the ego of the writer. I don’t know of anyone who has become successful listening to noise and reading crap. If you don’t use your discretion to determine who and what can REALLY help you, then you’re simply a herd animal.