Let’s throw a party for independent consulting and toss out a few reasons why it rocks. Feel free [ ] Consultants ConsultingOn July 4th, Americans celebrate throwing. Throwing off the yoke of British rule, throwing baseballs, throwing barbecues and throwing back beers. MORE
96 
They probably don''t know about management consultants. Management consultants - those renegades - remain a position of mystery to some and indifference to most. This produces a marketing nightmare for those of us in the management consulting field. MORE
What if a single, underlying factor drove every objection to consulting fees … and it was one you could address? The issue will become clearer when we separate out faux objections that are really clarifications of parameters, not push-back on the consulting fees. MORE
Which of the following is more useful: reading about how consultants should write emails, or listening to a flight attendant instruct you in buckling a seat belt. Consultants mess up emails [ ] Consultants ConsultingQuick quiz! MORE
88 
It was the first day of his job as a consultant with this large consulting house. The consultant entered the office and walked across the corridor confidently, armed with his knowledge about methodologies, tools and best practices. MORE
StrategyDriven’s radically different approach to management consulting eliminates the bricks and mortar consulting firm offices that sit empty most of the time and then passes that cost savings on to our clients. MORE
As you target future prospects and projects for your consulting firm, ask that good-looking consultant in the mirror: “Where do you have the right to win?” Sondheim listened to Billy’s audition but, ultimately declined [ ] Consultants Consulting MORE
You’d love to boast of 100% close rates—every one of your consulting firm’s prospects signs a contract for a lucrative consulting project. Alas, you and I both know that some great consulting opportunities have slipped away. Did [ ] Consultants Consulting MORE
Okay, before you twist your propeller into a pretzel over the title of this article and the mere suggestion of mediocre consulting work, let’s break the idea down. Part 1 – What is Consulting Work? MORE
One of the huge perks of independent consulting is that you can operate from anywhere. It’s a place I call [ ] Consultants ConsultingEven if you’re steering a sizable boutique, it’s fairly easy to jaunt off to Italy or India or Indiana for a month. MORE
In consulting there are equally obvious rules of the road that are, nevertheless, inexplicably ignored by many of our colleagues. Consultants Consultative Selling Mindset Relationships attitude communication Consultative selling mindset relationships MORE
123 
Well, by the math, consultant is an ten-letter word. And while I am biased about the role, since I have been one for many years, I do know that many people have bad experiences with consultants – both working with them and hiring them. The post Is Consultant a Four-Letter Word? MORE
Do we see this in consulting? What can we learn from it and how should we, as leaders of consulting firms act? According to a 2016 [ ] Consultants ConsultingRudeness, discourtesy, and aggressively insulting behavior hog the limelight these days. MORE
96 
Time passes but Jethro's advice to Moses remains wise MORE
If you asked me a few years ago for the most important phrase in consulting, the reply would have been, “Yes I can!” Your can-do attitude is your ticket to a successful consulting practice, right? MORE
Being smart and producing high-value content aren’t sufficient to win new consulting clients. Your consulting firm’s thought leadership on chocolate soufflés is [ ] Consultants Consulting MORE
Here’s another punch in the gut: “We decided not to award the consulting project to your consulting firm.” But, could there be a silver lining or, at [ ] Consultants ConsultingSome rejections are devastating. MORE
In contrast, you can probably point to multiple clients who have engaged your [ ] Consultants ConsultingThe roofer spiffying up my Connecticut abode should be done in a day or two, then I’ll see him again, uhm, never? Roofing seems like a tough business. MORE
83 
Your script starts with your prospect, Yuri Yusimi objecting to the consulting fees you’ve proposed. No [ ] Consultants ConsultingLast week we discussed the issue underlying every fee objection: fairness. (If If you missed it, take one minute to read this). MORE
” As a consultant, you should reverse that order. Consultants Mindset attitude Consultative sellingIn the U.S.A.’s s extraordinary election cycle, each and every citizen made a critically important choice (including those who chose not to vote). MORE
StrategyDriven’s radically different approach to management consulting allows you to use your own staff, not requiring you to use ours, so your people benefit from the project experience and then keep this knowledge within your organization. MORE
Consulting can sometimes feel like an unequal, parent-child type relationship. You are peers, and your clients have obligations to your consulting firm and [ ] Consultants ConsultingThey set rules. They control your payments. They tell you to turn your music down. MORE
83 
Years ago, early in my consulting career, it was easy to get a spot on my calendar. If you wanted to get some insight into a problem or a challenge, you could email or call me, and we could have a quick consultation. MORE
Every time you reach a consulting project’s milestone you’d like your client to be so delighted with your deliverable that they leap with joy, slather you with praise and immediately investigate whether your results can be immortalized in a Taylor Swift song. MORE
Consulting firms often experience swings or surges in clients and projects. You can smooth your ride and enjoy your consulting practice more by reversing your priorities. On the other [ ] Consultants Consulting MORE
How many prospects should there be in your consulting firm’s target market? There’s a lower limit and an upper limit on your perfect target market size for your boutique consulting firm. Savoring one D&G truffle leaves you crying for another [ ] Consultants Consulting MORE
GLOBAL CONSULTING & DISRUPTIVE INNOVATION. All this got me thinking about another industry and disruptive innovation: Consulting. At one time there were a few large and highly professional consulting firms who provided advisory services and business expertise. By John R. MORE
There are two truths that govern the success of your consulting firm: your Revenue Truth and your Leverage Truth. While a deft artisan with a lathe can craft a breathtaking bowl from a block of maple, my attempts at turning produce only piles [ ] Consultants Consulting MORE
What makes a consulting firm exceptional? And what else makes a consulting firm exceptional? Selecting your clients carefully is essential for your consulting firm to grow and provide the rewards you’re looking for. Yes, tiramisu at lunch every Friday. MORE
88 
Definition: The term ''consultative selling'' first appeared in the 1970s book Consultative Selling by Mack Hanan. It describes a selling technique in which the salesperson acts as an expert consultant for his prospect, asking questions to determine the prospect''s needs and then using that information to select the best product or service for those needs. Sources: Mack Hanan: Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels. MORE
Your clients send your consulting firm checks with plenty of digits. How do you knock their socks off so they have cold toes they pump your hand enthusiastically, sign up for more of your consulting wizardry and [ ] Consultants Consulting MORE
Tony was a highly capable and conscientious consultant who did a great job for us. I’d use him again. –George Pappas AVP – Projects Cognizant Technology Solutions Share it! Client Comments MORE
Marketing free consultation pro bono work small business marketing We''ve Moved! Update your Reader Now. This feed has moved to: [link] If you haven''t already done so, update your reader now with this changed subscription address to get your latest updates from us. link]. MORE
For instance, when they’re sending an email (or text message) introducing you to a new contact—Peach McPinecone—who could potentially become a client of your consulting firm. Clients and friends are great, but sometimes their greatness could be improved a tad. MORE
You’re a consultant. Your genius is revealed by your questions, not your [ ] Consultants ConsultingYou solve problems and give advice. Your wisdom and sagacity determine your to clients, and you are literally paid to announce your well-reasoned thoughts. MORE
With over 35 years under my belt as an independent consultant, I’ve learned much about how to make life work and make work come alive. In that sense, I wish everyone could be a consultant. Successful consultants are joy carriers. Leadership Development consulting Leadership MORE
That’d never work for consulting because, well, clients aren’t always right. Rule #1 of successful consulting is to remember consulting isn’t about you. My [ ] Consultants Consulting MORE
You know that writing can be a powerful, business-generating vehicle for your consulting firm. As a reminder, writing: Allows you to send pithy reminders that your consulting firm exists to your prospects in a [ ] Consultants Consulting MORE
You’re surrounded by opportunities to accelerate your success and to enjoy the rewards of running your solo or boutique, independent consulting firm. [ ] Consultants Consulting MORE
As a consultant and leader of a consulting firm, inquiry is your most powerful tool. Consultants can learn even more from little tykes. Kids’ insatiable curiosity and their innate understanding [ ] Consultants ConsultingLast week’s article drew from toddlers’ propensity to say No. Children are inquisition machines, pestering their parents and teachers with scores of questions every day. MORE
StrategyDriven’s radically different approach to management consulting provides you the access you want – no more and no less – to the business executives and senior managers who have the hard-earned experience needed to get the job done faster, better, and ultimately cheaper. MORE
You will need to register your business and determine which business structure suits your organization’s needs, this will most likely be registering as a company to ensure your consultancy will perform to the best of its ability and limit your liability towards your business. Outside of events, you will be able to promote consulting services by contacting businesses and sharing with them some insight into changes in the HR industry. MORE
Great consultants don’t necessarily want to spend a lot of time talking about theory or generalities, they would rather roll up their sleeves and get into the mix to help you address your project needs and challenges now. You just finished reading How a Consultant Can Fit Into Your Culture ! MORE
Consultative Related Topics Strategy Driven
MARCH 17, 2016
StrategyDriven’s radically different approach to management consulting eliminates the bricks and mortar consulting firm offices that sit empty most of the time and then passes that cost savings on to our clients.
Strategy Driven
MARCH 10, 2016
StrategyDriven’s radically different approach to management consulting provides you the access you want – no more and no less – to the business executives and senior managers who have the hard-earned experience needed to get the job done faster, better, and ultimately cheaper.
Lead Change Blog
APRIL 18, 2017
With over 35 years under my belt as an independent consultant, I’ve learned much about how to make life work and make work come alive. In that sense, I wish everyone could be a consultant. Successful consultants are joy carriers. Leadership Development consulting Leadership
Kevin Eikenberry
APRIL 29, 2018
Years ago, early in my consulting career, it was easy to get a spot on my calendar. If you wanted to get some insight into a problem or a challenge, you could email or call me, and we could have a quick consultation.
Kevin Eikenberry
MAY 28, 2017
Well, by the math, consultant is an ten-letter word. And while I am biased about the role, since I have been one for many years, I do know that many people have bad experiences with consultants – both working with them and hiring them. The post Is Consultant a Four-Letter Word?
Strategy Driven
DECEMBER 5, 2016
Great consultants don’t necessarily want to spend a lot of time talking about theory or generalities, they would rather roll up their sleeves and get into the mix to help you address your project needs and challenges now. You just finished reading How a Consultant Can Fit Into Your Culture !
David A Fields
MAY 29, 2018
Okay, before you twist your propeller into a pretzel over the title of this article and the mere suggestion of mediocre consulting work, let’s break the idea down. Part 1 – What is Consulting Work?
David A Fields
NOVEMBER 14, 2017
Every time you reach a consulting project’s milestone you’d like your client to be so delighted with your deliverable that they leap with joy, slather you with praise and immediately investigate whether your results can be immortalized in a Taylor Swift song.
David A Fields
AUGUST 7, 2018
In contrast, you can probably point to multiple clients who have engaged your [ ] Consultants ConsultingThe roofer spiffying up my Connecticut abode should be done in a day or two, then I’ll see him again, uhm, never? Roofing seems like a tough business.
David A Fields
JULY 31, 2018
Consulting can sometimes feel like an unequal, parent-child type relationship. You are peers, and your clients have obligations to your consulting firm and [ ] Consultants ConsultingThey set rules. They control your payments. They tell you to turn your music down.
David A Fields
MAY 22, 2018
That’d never work for consulting because, well, clients aren’t always right. Rule #1 of successful consulting is to remember consulting isn’t about you. My [ ] Consultants Consulting
David A Fields
JULY 3, 2018
Let’s throw a party for independent consulting and toss out a few reasons why it rocks. Feel free [ ] Consultants ConsultingOn July 4th, Americans celebrate throwing. Throwing off the yoke of British rule, throwing baseballs, throwing barbecues and throwing back beers.
David A Fields
JUNE 19, 2018
You know that writing can be a powerful, business-generating vehicle for your consulting firm. As a reminder, writing: Allows you to send pithy reminders that your consulting firm exists to your prospects in a [ ] Consultants Consulting
David A Fields
JULY 17, 2018
You’re surrounded by opportunities to accelerate your success and to enjoy the rewards of running your solo or boutique, independent consulting firm. [ ] Consultants Consulting
David A Fields
JUNE 26, 2018
Consulting firms often experience swings or surges in clients and projects. You can smooth your ride and enjoy your consulting practice more by reversing your priorities. On the other [ ] Consultants Consulting
David A Fields
MARCH 13, 2018
For instance, when they’re sending an email (or text message) introducing you to a new contact—Peach McPinecone—who could potentially become a client of your consulting firm. Clients and friends are great, but sometimes their greatness could be improved a tad.
David A Fields
MAY 1, 2018
How many prospects should there be in your consulting firm’s target market? There’s a lower limit and an upper limit on your perfect target market size for your boutique consulting firm. Savoring one D&G truffle leaves you crying for another [ ] Consultants Consulting
David A Fields
JANUARY 9, 2018
Do we see this in consulting? What can we learn from it and how should we, as leaders of consulting firms act? According to a 2016 [ ] Consultants ConsultingRudeness, discourtesy, and aggressively insulting behavior hog the limelight these days.
Women on Business
OCTOBER 31, 2014
Marketing free consultation pro bono work small business marketing We''ve Moved! Update your Reader Now. This feed has moved to: [link] If you haven''t already done so, update your reader now with this changed subscription address to get your latest updates from us. link].
Execupundit
JUNE 27, 2016
Time passes but Jethro's advice to Moses remains wise
David A Fields
FEBRUARY 6, 2018
One of the huge perks of independent consulting is that you can operate from anywhere. It’s a place I call [ ] Consultants ConsultingEven if you’re steering a sizable boutique, it’s fairly easy to jaunt off to Italy or India or Indiana for a month.
David A Fields
APRIL 10, 2018
What if a single, underlying factor drove every objection to consulting fees … and it was one you could address? The issue will become clearer when we separate out faux objections that are really clarifications of parameters, not push-back on the consulting fees.
David A Fields
MARCH 6, 2018
You’re a consultant. Your genius is revealed by your questions, not your [ ] Consultants ConsultingYou solve problems and give advice. Your wisdom and sagacity determine your to clients, and you are literally paid to announce your well-reasoned thoughts.
David A Fields
NOVEMBER 4, 2015
In consulting there are equally obvious rules of the road that are, nevertheless, inexplicably ignored by many of our colleagues. Consultants Consultative Selling Mindset Relationships attitude communication Consultative selling mindset relationships
Coaching Tip
FEBRUARY 21, 2015
Definition: The term ''consultative selling'' first appeared in the 1970s book Consultative Selling by Mack Hanan. It describes a selling technique in which the salesperson acts as an expert consultant for his prospect, asking questions to determine the prospect''s needs and then using that information to select the best product or service for those needs. Sources: Mack Hanan: Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels.
David A Fields
JANUARY 23, 2018
If you asked me a few years ago for the most important phrase in consulting, the reply would have been, “Yes I can!” Your can-do attitude is your ticket to a successful consulting practice, right?
David A Fields
DECEMBER 26, 2017
Which of the following is more useful: reading about how consultants should write emails, or listening to a flight attendant instruct you in buckling a seat belt. Consultants mess up emails [ ] Consultants ConsultingQuick quiz!
David A Fields
JUNE 5, 2018
Your clients send your consulting firm checks with plenty of digits. How do you knock their socks off so they have cold toes they pump your hand enthusiastically, sign up for more of your consulting wizardry and [ ] Consultants Consulting
Tony Mayo
JULY 17, 2013
Tony was a highly capable and conscientious consultant who did a great job for us. I’d use him again. –George Pappas AVP – Projects Cognizant Technology Solutions Share it! Client Comments
David A Fields
SEPTEMBER 5, 2017
As you target future prospects and projects for your consulting firm, ask that good-looking consultant in the mirror: “Where do you have the right to win?” Sondheim listened to Billy’s audition but, ultimately declined [ ] Consultants Consulting
QAspire
OCTOBER 28, 2013
It was the first day of his job as a consultant with this large consulting house. The consultant entered the office and walked across the corridor confidently, armed with his knowledge about methodologies, tools and best practices.
Execupundit
AUGUST 13, 2014
They probably don''t know about management consultants. Management consultants - those renegades - remain a position of mystery to some and indifference to most. This produces a marketing nightmare for those of us in the management consulting field.
David A Fields
JANUARY 30, 2018
As a consultant and leader of a consulting firm, inquiry is your most powerful tool. Consultants can learn even more from little tykes. Kids’ insatiable curiosity and their innate understanding [ ] Consultants ConsultingLast week’s article drew from toddlers’ propensity to say No. Children are inquisition machines, pestering their parents and teachers with scores of questions every day.
David A Fields
FEBRUARY 20, 2018
Here’s another punch in the gut: “We decided not to award the consulting project to your consulting firm.” But, could there be a silver lining or, at [ ] Consultants ConsultingSome rejections are devastating.
David A Fields
FEBRUARY 13, 2018
There are two truths that govern the success of your consulting firm: your Revenue Truth and your Leverage Truth. While a deft artisan with a lathe can craft a breathtaking bowl from a block of maple, my attempts at turning produce only piles [ ] Consultants Consulting
David A Fields
NOVEMBER 9, 2016
” As a consultant, you should reverse that order. Consultants Mindset attitude Consultative sellingIn the U.S.A.’s s extraordinary election cycle, each and every citizen made a critically important choice (including those who chose not to vote).
David A Fields
JANUARY 16, 2018
You’d love to boast of 100% close rates—every one of your consulting firm’s prospects signs a contract for a lucrative consulting project. Alas, you and I both know that some great consulting opportunities have slipped away. Did [ ] Consultants Consulting
David A Fields
APRIL 24, 2018
Being smart and producing high-value content aren’t sufficient to win new consulting clients. Your consulting firm’s thought leadership on chocolate soufflés is [ ] Consultants Consulting
Execupundit
DECEMBER 29, 2017
You will need to register your business and determine which business structure suits your organization’s needs, this will most likely be registering as a company to ensure your consultancy will perform to the best of its ability and limit your liability towards your business. Outside of events, you will be able to promote consulting services by contacting businesses and sharing with them some insight into changes in the HR industry.
David A Fields
APRIL 17, 2018
Your script starts with your prospect, Yuri Yusimi objecting to the consulting fees you’ve proposed. No [ ] Consultants ConsultingLast week we discussed the issue underlying every fee objection: fairness. (If If you missed it, take one minute to read this).
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