Missing out on great projects?
Here are some sales mistakes consultants make:
- pushing their own agenda.
- offering solutions, before qualifying.
- explaining value-add poorly.
- avoiding risk discussions.
This is the problem:
You don’t win the most interesting work unless you engage, influence and sell.
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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
What inspired yesterday's post? It's great when your LinkedIn post gets some interaction. People not just saying "attaboy" but adding and deepening the dialogue. Thanks to those who took time and did. Here's some background. Perhaps explaining why it's difficult
In the majority of consulting firms the people who do the work are the ones who have to sell it too. That dual role creates an advantage and a tension. The advantages The advantages make consultants attractive to clients. Insights based on experience. The consultant can talk about the reality
