Category: Uncategorized

In our last blog, we discussed the Line of Safety and some of the benefits of working on topics that are relevant to buyers who are empowered to independently solve problems at their respective companies. Most organizations are aware of the need to sell to and build relationships with high-level buyers (e.g., C-Suite Executives). Despite … Continue reading “Why do Organizations Struggle to Get Above the Line of Safety?”

Companies today are constantly working to differentiate themselves in the eyes of the market and their most valued customers. However, for many organizations, standing out amongst increased competition in commoditized markets has never been more difficult. For companies feeling uncertain about their future in the market, the journey towards identifying a clear strategy begins with … Continue reading “The Line of Safety – What Is It and Why Is It Important?”

Regardless of your current position, you likely began your consulting career with a low level of experience and have gone through a unique journey to get to where you are today. How did you navigate this journey? Were you fortunate enough to have a mentor, or were you left to your own devices? Irrespective of … Continue reading “Leverage for Junior Consultants”

You have heard the saying, “It’s not what you know, it’s who you know.” While there’s some truth to this, developing meaningful client relationships goes beyond simply knowing someone—it’s about cultivating intimacy. As a consultant, building intimate relationships with clients is critical to your professional development and enables you to create a lasting and meaningful … Continue reading “Creating Intimate Client Relationships”

At the core of determining and aligning on the scope of a project are proposals. While proposals can be commonly perceived as a document whose primary purpose is to set pricing terms, the most effective proposals ensure that we are in total agreement with our client. This means our proposals should set expectations regarding the … Continue reading “Ensuring Alignment When Crafting a Proposal”

What truly motivates individuals in a professional setting? Contrary to popular belief, it is not necessarily only money. According to an MIT study, once basic financial needs have been met, monetary incentives lose their effectiveness. In fact, in some circumstances, financial incentives may can even decrease productivity. So, if money is not the most effective … Continue reading “Motivating Consultants”

Every interaction with our clients is an opportunity to learn, establish trust, and win more work. When we come to a client event without the appropriate preparation we lose out on a significant opportunity to further establish the relationship and cement ourselves as a trusted advisor. However, total preparation is not feasible. We cannot be … Continue reading “Making the Most of Client Interactions”

Managing a consulting project is almost always accompanied by a set of unique challenges relative to a specific client. Though the challenges that you are solving for your client are unique, there are some common issues that arise when working with and managing client relationships. This blog explores three of the most common client challenges … Continue reading “Proactively Managing Client Issues”

Every client has expectations. They’re paying you a lot more than an employee because they view your service as an investment into their business. Because of these high expectations and the associated price tag, your clients need to feel that the value added to them in every interaction is worth the fee. Because of this … Continue reading “Client Interactions – Gathering Data and Reporting Out”

For some, the thought of speaking in front of an audience is their greatest fear. According to some surveys, 75% of Americans’ number one fear is public speaking, outranking the fear of dying. Admittedly, public speaking can be nerve-racking for even the most experienced speaker, but it doesn’t have to be this way. Confidence can … Continue reading “The Art of Presenting an Idea”