Every consultant I know loves their methodology.
They can riff on it for hours.
Problem is ... clients don't care.
So, learn to love those big issues clients have ...
and ask about their desired results.
Focus conversations on this and clients will appreciate you ...
and you'll win more business too.
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What inspired yesterday’s post about value? Well... I’d just been reading a proposal. Actually it was more like a situation diagnosis report and statement of work with a price at the end. Nothing like the investment business case it needed to be. That's something I’ve
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