Battered Consultant Syndrome
Are your buyers not returning your calls, or emails, they cancel meetings and make unreasonable demands? And do you find yourself regularly talking to low level people? Listen to Alan…
Marketing Communications Consultant Needed
My client, a large chemicals company, is looking for a marketing communications consultant to help with naming and branding a new polymer additive. Must have success examples in this or…
Think Like A Consultant
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Preventing Consultant’s “Overwhelm”
Some consultants I coach and mentor (and many I observe) become “overwhelmed.” The are figuratively (or literally?) overcome by being overcome. The don’t know where to start to begin the…
The World of the All-Too-Narrow Consultant
I heard a priest speak in church today, standing in the aisle without notes, alternatively citing Thomas Aquinas, a court case of ten years ago, Einstein’s writings on the curvature…
The Compleat Consultant
1. Never assume the other party is damaged. Assume they are as healthy as you and intent on improvement unless they demonstrate otherwise. 2. Never focus on a sale, a…
Once A Consultant….
I drove over to Bentley because the driver’s side wiper is leaving a large patch of untouched windshield. The service manager grabs two mechanics and they’re all over it with…
How to Think Life A (Successful) Consultant
1. Be clear about your value to clients, and accept your mission to provide that value to as many people as can possibly gain from it. Don’t be afraid to…
The Consultant’s Guide to Finding the True Buyer
I call the true buyer the “economic buyer.” He or she is that person who has budget or can find the money and can authorize a check. Low level people—as…