The Q&A has proved popular, and I’ve chosen the two, new submissions below. Please send your questions to me at [email protected].

Quick tip first: There’s a difference between “money” and “budget.” Budgets are pre-assigned initiatives or operating necessities that require money for support. No one “budgets” for something they don’t anticipate they need. However, when such need arises—as it does regularly—money can be taken from existing budgets and applied to new ones. Buyers can reallocate money. So, while “we have no budget for this” is probably true, they do have money for it!

Now, onto the questions:

Firing a Client

“How do you gracefully end an assignment that has been neglected by the buyer? For example, I started a team coaching process for a board of a large company, only to be sent to Covid-related ‘production hell.’ That is, we had one live session and then about 4–5 Zoom sessions, and then—crickets. How do you create closure on this type of situation?”

—JP Jakonen

If you ask yourself “What’s in the best interests of the client?” you’ll find that it’s often to stop the current project or initiative. It is probably also in your best interest, but the key is the client.

Tell your buyer that their priorities have obviously changed, the original objectives have been subsumed by more immediate and pressing needs, and you think it’s time to call a halt to the original plans, which are merely diverting resources. You can leave the door open to resume, but I’d work out a mutually-beneficial financial agreement if needed (e.g., if you’ve been paid in advance for value not delivered as yet or if you’re due money for value that has been delivered).

By the way, how many “team coaching” sessions do you need? If you had six of them, even with most remote, isn’t this completed? Or was insufficient attention paid to it?

Ghosting

“I’ve been in solid agreement with four or five clients who have agreed in my presence to go forward, yet after I send the proposal they either have changed priorities, or aren’t as committed, or don’t get back to me at all. Is this a sign of the times?”

—Suzanne Perry

Well, the commonality here is you, right? What kind of “vibes” are you giving off?

• Are you sure you’re dealing with a real buyer?
• Do you have firm conceptual agreement and have you poured “cement” on it?
• Do you have a firm time, date, and action for your next interaction?
• If necessary, have you tested the budget in a smaller company?
• Was the proposal compelling with a clear monetization of value, options, and a clear ROI of at least 10:1 on your fee?

This is not a sign of the times, it’s a sign of a weakness someplace in your approach. This happens to all of us once in a while, but not with this frequency. So go back and “audit” yourself. The good news is that you have the ability to correct this.

Developmental Opportunities

Return to Australia 2022

I&rquo;ll be making my 19th trip in October, this time to Brisbane, to present a week of unique offerings from passive income and global “reach” to a new strategy approach. Join me and your peers for my latest value to grow your business and decrease your labor facing our “new realities.” There is limited seating capacity

Ferocious Time Management

I’m tired of wasting my time hearing people tell me they have no time!!In a rare appearance in San Diego, I’m going to help you ruthlessly organize yourself so that you have time to close business, deliver a remote speech, create a book outline, and learn to tame wild beasts before lunch. Seriously, time is “elastic,” and you can stretch it to accommodate what you need to accomplish. Moreover, most people work too hard to achieve too little. Discretionary time is wealth, not money, but we’re prone to work so hard chasing money that we erode our wealth. Create greater output in a 20-hour week!

Return to London

I’ll be hosting a two-day, high-level discussion of likely business futures globally, financial considerations, global passive income, the new realities of sales, new approaches to strategy, and so forth. There would be a limit of eight people. I’ll also conduct a full-day experience for a larger group, probably a limit of 30, for an entire day which will address new approaches to value based fees, the five essential short-term revenue generators, role playing difficult conversations, the advanced Accelerant Curve, and scaling the practice.

Schedule: November 29: General Session, 9 to 4.
November 30 and December 1: Intimate Session, 9-4 both days.

Million Dollar Consulting® College

I’ve been asked to run this again, and I miss it, so I’m going to do it on December 13-15 (2.5 days) in Castle Hill, Newport, RI, my usual stomping grounds. The beach houses in the winter are fantastic. There’s a great holiday atmosphere that time of year. It will be on my site next week. I’ll be focusing on what I’ve seen as the critical areas for success: brand-building, accelerating referrals, provocative IP, low labor revenue focus, the post-pandemic lasting realities, and so forth.

The fee is $15,000, which includes lodging, breakfast, lunch, breaks, and one dinner. If you catch me at the bar, it could include two dinners. I’m also going to take time to show how I create this and other workshops, step by step, live or remote. If you register with me prior to June 1 the fee is $12,000. If you buy a Bentley Card before June 1, you can attend the College for free, no deduction on the card. Past grads are welcome to attend for $5,000.

Million Dollar Consulting^® for the World

I’ve provided 14 modules with videos from me, from your colleagues globally, slides, and text. They include everything from launch to self-esteem, proposals to fees, closing business to creating a brand. No upsells! It's only $115. What do you think about a 10,000:1 ROI? We have over 500 people from 43 countries.

Beyond Thought Leadership

Six “stars” from my community from five countries will be interviewed by me in this live, 2.5 day experience. I’ll be introducing new IP, case studies, and role-plays. And the final interview will be with me. This is one-time only, it was difficult to organize. Limited participation, in Miami in November, register now, no one else can offer this experience for your growth.

The Don’t Attend this Workshop (Livestream)

The workshop is only, amazingly, $350. You will have a free recording to access at your convenience, as well. You may send me questions in advance if you can’t be there in person, or ask during them at the live event if you can be there. If anyone wants to attend in person, at the retreat center in my home, I’ll utilize you as a live audience, take you to lunch, and spend the afternoon in a live, group coaching session, off-camera. That fee is $2,500. If you want to drive the Rolls, the fee is $5,000, and you can’t drink at lunch!  I’m going to prepare you for the New Realities in the No Normal® world. But that depends what you believe and don’t believe.