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I have had the good fortune of speaking at South by Southwest (SXSW) Interactive for the last 5 years. Only a small percentage of people who apply to speak are accepted, so I am very grateful for the opportunity and have worked hard to offer solid programming for attendees to the event. For the next [.]. Managing the Community MORE
You can achieve a similar transformation when you soak your consulting firm’s proposals in “PTF.”Your Your proposals … Continued. The post This Proposal Writing Trick Can Help Your Consulting Firm Close More Projects appeared first on David A. Pop a sun-warmed, fresh-off-the-tree olive into your mouth and you’ll spit it out after one bite. Blech! But if you process your olive with brine and NaOH (a.k.a., lye) for even a short time, the result can be sublime. MORE
Agreements Closing Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships scorecards agreements benefits Connections Consultative selling context discussions Context Document Marketing positioning. relationships proposals value proposition A question I was asked: What if I get more clients at one time than I can work on? I have been telling all my prospects that it is urgent to get started, so what if they all sign at once?” MORE
And yet, the actual close rate on proposals that are submitted is under 70% for most consultants. We like to pretend (almost) all of our pursuits end in success. Every project yields a delighted client. Every speech inspires the audience to a standing ovation. Every breakaway culminates without an embarrassing fall to the ice with a goal scored. But, of course, it ain’t so. Consultants often crow, “Once I’m in front of a prospect, I virtually always close!” MORE
Agreements Consultants Creating Value Fees Positioning Proposals Relationships adding value agreements benefits Consultative selling Context Document fees Marketing positioning. relationships proposals starting projects value proposition Rick, a friend and colleague of mine routinely sells $3 million per year in consulting projects for his small, independent consulting firm. MORE
Most folks in the branding game will judge a proposed slogan or tag line by a defined set of objectives. In the CEO Afterlife. Main menu Home. Leadership. Branding. The Perfect Brand Slogan. by John • May 23, 2011 • Branding , Marketing • 3 Comments. In my day, I started with strategy. If a slogan did not communicate the brand’s strategic intent, it was a non-starter. But the assessment didn’t end with strategy. MORE
A consultant emailed me the following question: Should I write something into my contracts or proposals to protect my intellectual property? Consultants Proposals contract intellectual property proposalsMy clients have me sign lengthy agreements protecting all of their assets and I’m wondering whether I should have my attorney draw up something similar to protect the processes and models I’ve developed. What would your advice to this consultant be? MORE
Consultants Context Discussion Proposals fees pricing proposalsProject pricing is like a balloon in a room made of nails. I’m not sure why such a room would exist or how you would get the balloon in there, but go with me on this one. On the pricing floor are the rusty nails that cheapen you and let the air out of your credibility or win you projects you can’t afford to deliver. But you’re probably more worried about the needle-sharp nails on the ceiling. MORE
Consultants Fees Proposals agreements contract fees proposalsA consultant asked me the following question: You’ve said your standard terms are to be paid in full within 6 weeks of a project starting, regardless of the results. How does that fit with the idea of putting the clients’ interests first? How would you answer this consultant? What would those of you who get paid 100% upfront say to this consultant? MORE
This framework is useful for analyzing many different types of scenarios including new product proposals, individual contributors and vendors, but in this case we will use is as a self evaluation tool. Survive Your Promotion! MORE
Agreements Closing Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships The Book adding value agreements benefits Consultative selling Context Document proposals starting projects value proposition A question I was asked: I have a commercially published book and I know i should use it to promote myself, but should I give the book away too? What would your suggestion be to this consultant? If you have a book, have you given copies away? MORE
As a professional services firm, I spend an awful lot of my time preparing and submitting proposals. I am not a formal person, but I do know what I know so when I submit proposals whatever feedback I get is usually starts with how much the proposal was liked. A proposal is a chance to introduce your company to another company who doesn’t know if they want to invite you to the dance. Why not use the proposal to show your company’s personality? MORE
Agreements Closing Consultants Creating Value Fees Proposals There is no excerpt because this is a protected post. MORE
Agreements Closing Consultants Fees Proposals Templates agreements closing Consultative selling Context Discussion Context Document fees proposals writing There is no excerpt because this is a protected post. MORE
The following five “secrets” will ensure your proposals provoke the necessary fervor. 5 Proposal Secrets that Excite Prospective Clients I can’t promise your next consulting client […]. Consultants Proposals Consultative selling proposalsI just hung up from a phone call that resulted in a closed deal. One of those situations where the client and consultant were gushing to each other, “I can’t wait to start working with you!” That’s the best, right? MORE
Consultants Creating Value Fees Positioning Proposals Relationships Uncategorized benefits Connections Consultative selling Context Discussion Marketing positioning. relationships proposals relationships value proposition A question I was asked: I’ve heard you talk about different types of consultants, like “Detectives.” Are there types of consultants that are successful or not successful? MORE
NEWS AND INSIGHTS UPDATE: A European Union (EU) proposal could require that corporate boards include 40% women by 2020.The draft law is expected to be published in October and includes sanctions for companies that don’t comply, including fines, exclusion from government tenders, and a ban on public subsidies. MORE
Consultants Consultative Selling Context Discussion Proposals Consultative selling context discussions proposalsA consultant sent me the following question in an email: You mentioned that one approach to dealing with a prospect who decides to go the Do It Yourself route is to clarify what success looks like. When I was in this situation recently I felt like I was doing the prospect a disservice, because they won’t succeed. MORE
In it he proposes that “what’s important to you&# is the most powerful question of all (read it, it is less than 300 words – and the comments are awesome too). MORE
“Sounds good, send me a proposal.” So you run back to your office, put together a proposal, send it to the prospect, and start the follow-up process (and the prayer vigil). REALITY: The sale should be solidified BEFORE the proposal is written. Your proposal should be the essence of what has been decided by you and your prospect. How many proposals do you win – how many did you lose? It’s the proposal process. Don’t just win the proposal. MORE
Agreements Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships Speaking agreements benefits Consultative selling positioning. relationships proposals speaking starting projects value proposition A question I was asked: I am new at speaking and I don’t know whether to charge a fee or speak for free. What is the criteria? What would your suggestion be to this consultant? What has worked for you? MORE
The SXSW 2010 PanelPicker has opened and, with it, 2,219 proposals are up for consideration for the Interactive portion of the conference. It’s that time of the year again! I am on 7 (yes, feel free to giggle) of these. Online voting accounts for 30% of the decision making process (30% goes to the SXSW staff [.]. MORE
A consultant asked me this question: You state that every proposal should contain at least three alternatives. I have been taught that the best proposals simply document what you have already agreed to. What about working with the client to jointly scope out the project and discuss the fees before summarizing it all with the proposal? Have you found it more effective to offer alternatives or to wait until the project is 100% scoped before you submit your proposal? MORE
Agreements Consultants Creating Value Positioning Proposals Relationships adding value Connections fees positioning. relationships proposals relationships starting projects A question I was asked….I I got a referral from one of my clients into a new prospect. I’m not sure I was the only consultant he recommended, though. How do I make the most of this?…See …See my Response on the Solo Consultant’s Network. MORE
A dissertation proposal is a stepping stone towards drafting the final dissertation essay. The primary goal of a proposal paper is to exhibit how your dissertation research will supplement value to the existing knowledge in your fields of study to your academic supervisors. MORE
I presented my proposal with pricing. I then called them a number of times and finally got my ‘friend’ who informed me that based on my proposal, curriculum, and pricing, they were totally rethinking their focus. In fact, I took my personal curriculum and proposal and I proceeded to present it to all of their competitors. It’s been a crazy week. Heck, it’s been a crazy year. Many people I know are quite unsettled. Business is unsettled. MORE
We've Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us. MORE
You write good proposals. You could write better proposals. The post Consulting Proposals: Bad, Good, and Very Good appeared first on David A. I know this because your consulting firm wins consulting projects. I know this, too, because your consulting firm loses some consulting opportunities and some of the projects you win are smaller than they could be. Let’s say you’ve been chatting with Herbie Handsmacker, the dexterous CEO … Continued. MORE
The business proposal is your key to winning work in whatever competitive marketplace you operate in. Once the company is up and running, the business proposal is used to win contracts, work or gain sales with clients or partners. Talking the Right Proposal Language. There are several types of proposals including solicited (formally and informally) and unsolicited when reaching out to a company you wish to work with. Produce a Perfect Proposal. MORE
On March 7, 2019, the US Department of Labor (DOL) released a proposal to update the overtime rules under the Federal Fair Labor Standards Act (FLSA). An Obama-era proposed regulations overhauling would have doubled that level making over 5 million salaried workers eligible for overtime. Employers should not forget that the Department of Labor’s proposed rule has no bearing on state law. The post Overtime: What Proposed DOL Overtime Exemption Could Mean For Employers? MORE
When it comes to taking a risk with customers — whether they are website users, shareholders, movie patrons, or voters — you have to think about the question they’ll ask themselves as a result of the change you are proposing. You can’t control customers — and in particular you can’t control the questions that your proposed changes cause them to ask. MORE
Perhaps the biggest concern generated by this proposal is the fear that there are some situations that really do seem to require the asynchrony provided by email. It’s this reality that brings me back to the modest proposal that titles this essay, which, if workplace trends continue as they are, might one day soon seem less like an interesting thought experiment and more like a necessary call to action. HBR staff. MORE
It proposes to refinance existing Greek debt to the public sector with longer-dated debt at lower interest rates and throw more public money at the Greeks. In other words, they propose a certain amount of rescheduling and possibly some softening of the conditions by the private sector only if the banks want to. All that this proposal seems to do is to postpone the inevitable. MORE
Writing a proposal’s easy when the prospect’s head over heels at the thought of procuring your services. That’s why you need a killer proposal. This article is an [ ] Consultants ProposalsBut most prospects aren’t giddy at the thought of engaging you. One that generates excitement and desire and overcomes the prospect’s natural reluctance to open his wallet. MORE
NEWS AND INSIGHTS UPDATE: A European Union (EU) proposal could require that corporate boards include 40% women by 2020.The draft law is expected to be published in October and includes sanctions for companies that don’t comply, including fines, exclusion from government tenders, and a ban on public subsidies. MORE
2016 (as proposals go) sucked for me so far. Two major clients who REACHED OUT TO ME for my workshop skills asked for a number of different proposals to have me run events for their associates. In both instances, they ran me through multiple hoops to hone my proposal, tighten my pricing, and deliver the perfect solution to grow their organization. MORE
A consultant asked me the following question: During a previous Q&A you mentioned that you only presented 30% of the total, quantitative benefit in your proposal because it was a strategic project. Consultants Consultative Selling Fees Proposals Consultative selling Context Document fees proposals MORE
A consultant called me with the following question: You say to always give a few alternatives in a proposal that increase in value. What advice would you give this consultant: How do you structure your proposal to encourage the prospect to choose a higher-value alternative? (Do Consultants Proposals proposalsBut if they build on each other– like, Phase I, Phase II and Phase III– won’t they just choose the cheapest one? MORE
The proposed law could not be more dysfunctionally designed: It has a blind spot for real fraud and puts a spotlight on potential innocence. Here are six reasons why anyone who cares about social progress should contact Mr. Kruger's office and ask him to withdraw this proposed legislation: It uses a false theory of transparency. They have to stop proposing lazy, politically popular, throw-the-baby-out-with-the-bath-water solutions. MORE
My proposal is titled “Lessons from a Decade of Community Management.&# For the 2012 edition of South by Southwest (SXSW) Interactive, I would like to reflect on what it means to manage the same online community for more than a decade. In 2011, I celebrated the 10th anniversary of two of the online communities that [.]. ManagingCommunities.com MORE
Please Update Your ManagingCommunities.com RSS Feed Subscription This feed has moved to: [link] I apologize for the trouble. For more details, please read my post on the matter. Thank you. ManagingCommunities.com MORE
Bob''s blog entries citizen legislators CNBC Founding Fathers Proposed Congressional Reform Act What Warren Buffett would do to end the deficit in 5 minutes He told told CNBC he could do it. “You just pass a law that says that anytime there is a deficit of more than 3% of GDP, all sitting members of Congress are ineligible for re-election. The 26th amendment (granting the right to vote for 18 year-olds) took only 3 months & 8 days […]. MORE
A member of the Solo Consultants Network emailed me this question: After several conversations with a prospect, I was finally asked to send in a proposal. How have you converted a languishing proposal into a win? However, their response was they will discuss internally and get back to me if their team is interested. I know I’m a great fit and I’ve told them the benefits of using me, but how do I spark so much interest that they’ll want to take me on? What’s your advice? MORE
Proposal Related Topics Strategy Driven
AUGUST 17, 2020
A dissertation proposal is a stepping stone towards drafting the final dissertation essay. The primary goal of a proposal paper is to exhibit how your dissertation research will supplement value to the existing knowledge in your fields of study to your academic supervisors.
Women on Business
AUGUST 31, 2012
As a professional services firm, I spend an awful lot of my time preparing and submitting proposals. I am not a formal person, but I do know what I know so when I submit proposals whatever feedback I get is usually starts with how much the proposal was liked. A proposal is a chance to introduce your company to another company who doesn’t know if they want to invite you to the dance. Why not use the proposal to show your company’s personality?
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Strategy Driven
MARCH 26, 2019
The business proposal is your key to winning work in whatever competitive marketplace you operate in. Once the company is up and running, the business proposal is used to win contracts, work or gain sales with clients or partners. Talking the Right Proposal Language. There are several types of proposals including solicited (formally and informally) and unsolicited when reaching out to a company you wish to work with. Produce a Perfect Proposal.
David A Fields
JULY 23, 2019
You write good proposals. You could write better proposals. The post Consulting Proposals: Bad, Good, and Very Good appeared first on David A. I know this because your consulting firm wins consulting projects. I know this, too, because your consulting firm loses some consulting opportunities and some of the projects you win are smaller than they could be. Let’s say you’ve been chatting with Herbie Handsmacker, the dexterous CEO … Continued.
Speaker: Cy Wakeman, M.S., CSP, President, Reality-Based Leadership
Cy Wakeman proposes a radically different approach to HR leadership. Changing the ways leaders think and the strategies they use in their work is a serious and critical economic issue. Leaders should help others develop the great mental processes they need to eliminate self-imposed suffering and choose to be accountable for driving results.
David A Fields
MARCH 14, 2017
Writing a proposal’s easy when the prospect’s head over heels at the thought of procuring your services. That’s why you need a killer proposal. This article is an [ ] Consultants ProposalsBut most prospects aren’t giddy at the thought of engaging you. One that generates excitement and desire and overcomes the prospect’s natural reluctance to open his wallet.
Management Excellence
AUGUST 19, 2018
We've Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
|
David A Fields
FEBRUARY 17, 2016
The following five “secrets” will ensure your proposals provoke the necessary fervor. 5 Proposal Secrets that Excite Prospective Clients I can’t promise your next consulting client […]. Consultants Proposals Consultative selling proposalsI just hung up from a phone call that resulted in a closed deal. One of those situations where the client and consultant were gushing to each other, “I can’t wait to start working with you!” That’s the best, right?
Strategy Driven
AUGUST 8, 2016
“Sounds good, send me a proposal.” So you run back to your office, put together a proposal, send it to the prospect, and start the follow-up process (and the prayer vigil). REALITY: The sale should be solidified BEFORE the proposal is written. Your proposal should be the essence of what has been decided by you and your prospect. How many proposals do you win – how many did you lose? It’s the proposal process. Don’t just win the proposal.
Women on Business
SEPTEMBER 5, 2012
NEWS AND INSIGHTS UPDATE: A European Union (EU) proposal could require that corporate boards include 40% women by 2020.The draft law is expected to be published in October and includes sanctions for companies that don’t comply, including fines, exclusion from government tenders, and a ban on public subsidies.
Women on Business
SEPTEMBER 5, 2012
NEWS AND INSIGHTS UPDATE: A European Union (EU) proposal could require that corporate boards include 40% women by 2020.The draft law is expected to be published in October and includes sanctions for companies that don’t comply, including fines, exclusion from government tenders, and a ban on public subsidies.
David A Fields
DECEMBER 18, 2018
You can achieve a similar transformation when you soak your consulting firm’s proposals in “PTF.”Your Your proposals … Continued. The post This Proposal Writing Trick Can Help Your Consulting Firm Close More Projects appeared first on David A. Pop a sun-warmed, fresh-off-the-tree olive into your mouth and you’ll spit it out after one bite. Blech! But if you process your olive with brine and NaOH (a.k.a., lye) for even a short time, the result can be sublime.
David A Fields
NOVEMBER 25, 2014
Agreements Closing Consultants Creating Value Fees Proposals There is no excerpt because this is a protected post.
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David A Fields
MARCH 23, 2015
A consultant asked me this question: You state that every proposal should contain at least three alternatives. I have been taught that the best proposals simply document what you have already agreed to. What about working with the client to jointly scope out the project and discuss the fees before summarizing it all with the proposal? Have you found it more effective to offer alternatives or to wait until the project is 100% scoped before you submit your proposal?
David A Fields
MARCH 25, 2015
A member of the Solo Consultants Network emailed me this question: After several conversations with a prospect, I was finally asked to send in a proposal. How have you converted a languishing proposal into a win? However, their response was they will discuss internally and get back to me if their team is interested. I know I’m a great fit and I’ve told them the benefits of using me, but how do I spark so much interest that they’ll want to take me on? What’s your advice?
HR Digest
APRIL 25, 2019
On March 7, 2019, the US Department of Labor (DOL) released a proposal to update the overtime rules under the Federal Fair Labor Standards Act (FLSA). An Obama-era proposed regulations overhauling would have doubled that level making over 5 million salaried workers eligible for overtime. Employers should not forget that the Department of Labor’s proposed rule has no bearing on state law. The post Overtime: What Proposed DOL Overtime Exemption Could Mean For Employers?
David A Fields
MAY 18, 2016
And yet, the actual close rate on proposals that are submitted is under 70% for most consultants. We like to pretend (almost) all of our pursuits end in success. Every project yields a delighted client. Every speech inspires the audience to a standing ovation. Every breakaway culminates without an embarrassing fall to the ice with a goal scored. But, of course, it ain’t so. Consultants often crow, “Once I’m in front of a prospect, I virtually always close!”
Managing Communities
AUGUST 19, 2013
Please Update Your ManagingCommunities.com RSS Feed Subscription This feed has moved to: [link] I apologize for the trouble. For more details, please read my post on the matter. Thank you. ManagingCommunities.com
Managing Communities
AUGUST 25, 2011
My proposal is titled “Lessons from a Decade of Community Management.&# For the 2012 edition of South by Southwest (SXSW) Interactive, I would like to reflect on what it means to manage the same online community for more than a decade. In 2011, I celebrated the 10th anniversary of two of the online communities that [.]. ManagingCommunities.com
Managing Communities
AUGUST 20, 2012
I have had the good fortune of speaking at South by Southwest (SXSW) Interactive for the last 5 years. Only a small percentage of people who apply to speak are accepted, so I am very grateful for the opportunity and have worked hard to offer solid programming for attendees to the event. For the next [.]. Managing the Community
Rich Gee Group
NOVEMBER 11, 2016
I presented my proposal with pricing. I then called them a number of times and finally got my ‘friend’ who informed me that based on my proposal, curriculum, and pricing, they were totally rethinking their focus. In fact, I took my personal curriculum and proposal and I proceeded to present it to all of their competitors. It’s been a crazy week. Heck, it’s been a crazy year. Many people I know are quite unsettled. Business is unsettled.
Managing Communities
AUGUST 17, 2009
The SXSW 2010 PanelPicker has opened and, with it, 2,219 proposals are up for consideration for the Interactive portion of the conference. It’s that time of the year again! I am on 7 (yes, feel free to giggle) of these. Online voting accounts for 30% of the decision making process (30% goes to the SXSW staff [.].
Rich Gee Group
JUNE 28, 2016
2016 (as proposals go) sucked for me so far. Two major clients who REACHED OUT TO ME for my workshop skills asked for a number of different proposals to have me run events for their associates. In both instances, they ran me through multiple hoops to hone my proposal, tighten my pricing, and deliver the perfect solution to grow their organization.
Harvard Business
JUNE 13, 2017
When it comes to taking a risk with customers — whether they are website users, shareholders, movie patrons, or voters — you have to think about the question they’ll ask themselves as a result of the change you are proposing. You can’t control customers — and in particular you can’t control the questions that your proposed changes cause them to ask.
Harvard Business Review
FEBRUARY 18, 2016
Perhaps the biggest concern generated by this proposal is the fear that there are some situations that really do seem to require the asynchrony provided by email. It’s this reality that brings me back to the modest proposal that titles this essay, which, if workplace trends continue as they are, might one day soon seem less like an interesting thought experiment and more like a necessary call to action. HBR staff.
David A Fields
AUGUST 10, 2015
A consultant called me with the following question: You say to always give a few alternatives in a proposal that increase in value. What advice would you give this consultant: How do you structure your proposal to encourage the prospect to choose a higher-value alternative? (Do Consultants Proposals proposalsBut if they build on each other– like, Phase I, Phase II and Phase III– won’t they just choose the cheapest one?
David A Fields
JUNE 15, 2015
Consultants Consultative Selling Context Discussion Proposals Consultative selling context discussions proposalsA consultant sent me the following question in an email: You mentioned that one approach to dealing with a prospect who decides to go the Do It Yourself route is to clarify what success looks like. When I was in this situation recently I felt like I was doing the prospect a disservice, because they won’t succeed.
David A Fields
JULY 13, 2015
A consultant emailed me the following question: Should I write something into my contracts or proposals to protect my intellectual property? Consultants Proposals contract intellectual property proposalsMy clients have me sign lengthy agreements protecting all of their assets and I’m wondering whether I should have my attorney draw up something similar to protect the processes and models I’ve developed. What would your advice to this consultant be?
David A Fields
MARCH 30, 2016
Consultants Context Discussion Proposals fees pricing proposalsProject pricing is like a balloon in a room made of nails. I’m not sure why such a room would exist or how you would get the balloon in there, but go with me on this one. On the pricing floor are the rusty nails that cheapen you and let the air out of your credibility or win you projects you can’t afford to deliver. But you’re probably more worried about the needle-sharp nails on the ceiling.
David A Fields
JUNE 8, 2015
Consultants Fees Proposals agreements contract fees proposalsA consultant asked me the following question: You’ve said your standard terms are to be paid in full within 6 weeks of a project starting, regardless of the results. How does that fit with the idea of putting the clients’ interests first? How would you answer this consultant? What would those of you who get paid 100% upfront say to this consultant?
David A Fields
APRIL 10, 2015
A consultant asked me the following question: During a previous Q&A you mentioned that you only presented 30% of the total, quantitative benefit in your proposal because it was a strategic project. Consultants Consultative Selling Fees Proposals Consultative selling Context Document fees proposals
David A Fields
SEPTEMBER 24, 2014
Agreements Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships Speaking agreements benefits Consultative selling positioning. relationships proposals speaking starting projects value proposition A question I was asked: I am new at speaking and I don’t know whether to charge a fee or speak for free. What is the criteria? What would your suggestion be to this consultant? What has worked for you?
First Friday Book Synopsis
NOVEMBER 23, 2014
Bob''s blog entries citizen legislators CNBC Founding Fathers Proposed Congressional Reform Act What Warren Buffett would do to end the deficit in 5 minutes He told told CNBC he could do it. “You just pass a law that says that anytime there is a deficit of more than 3% of GDP, all sitting members of Congress are ineligible for re-election. The 26th amendment (granting the right to vote for 18 year-olds) took only 3 months & 8 days […].
David A Fields
JUNE 20, 2014
Agreements Consultants Creating Value Positioning Proposals Relationships adding value Connections fees positioning. relationships proposals relationships starting projects A question I was asked….I I got a referral from one of my clients into a new prospect. I’m not sure I was the only consultant he recommended, though. How do I make the most of this?…See …See my Response on the Solo Consultant’s Network.
David A Fields
SEPTEMBER 19, 2014
Consultants Creating Value Fees Positioning Proposals Relationships Uncategorized benefits Connections Consultative selling Context Discussion Marketing positioning. relationships proposals relationships value proposition A question I was asked: I’ve heard you talk about different types of consultants, like “Detectives.” Are there types of consultants that are successful or not successful?
David A Fields
OCTOBER 2, 2014
Agreements Consultants Creating Value Fees Positioning Proposals Relationships adding value agreements benefits Consultative selling Context Document fees Marketing positioning. relationships proposals starting projects value proposition Rick, a friend and colleague of mine routinely sells $3 million per year in consulting projects for his small, independent consulting firm.
Harvard Business Review
JULY 21, 2011
It proposes to refinance existing Greek debt to the public sector with longer-dated debt at lower interest rates and throw more public money at the Greeks. In other words, they propose a certain amount of rescheduling and possibly some softening of the conditions by the private sector only if the banks want to. All that this proposal seems to do is to postpone the inevitable.
Survive Your Promotion
DECEMBER 9, 2009
This framework is useful for analyzing many different types of scenarios including new product proposals, individual contributors and vendors, but in this case we will use is as a self evaluation tool. Survive Your Promotion!
Harvard Business Review
MARCH 23, 2011
The proposed law could not be more dysfunctionally designed: It has a blind spot for real fraud and puts a spotlight on potential innocence. Here are six reasons why anyone who cares about social progress should contact Mr. Kruger's office and ask him to withdraw this proposed legislation: It uses a false theory of transparency. They have to stop proposing lazy, politically popular, throw-the-baby-out-with-the-bath-water solutions.
David A Fields
DECEMBER 10, 2014
Agreements Closing Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships scorecards agreements benefits Connections Consultative selling context discussions Context Document Marketing positioning. relationships proposals value proposition A question I was asked: What if I get more clients at one time than I can work on? I have been telling all my prospects that it is urgent to get started, so what if they all sign at once?”
Kevin Eikenberry
SEPTEMBER 22, 2010
In it he proposes that “what’s important to you&# is the most powerful question of all (read it, it is less than 300 words – and the comments are awesome too).
David A Fields
OCTOBER 24, 2014
Agreements Closing Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships The Book adding value agreements benefits Consultative selling Context Document proposals starting projects value proposition A question I was asked: I have a commercially published book and I know i should use it to promote myself, but should I give the book away too? What would your suggestion be to this consultant? If you have a book, have you given copies away?
In the CEO Afterlife
MAY 23, 2011
Most folks in the branding game will judge a proposed slogan or tag line by a defined set of objectives. In the CEO Afterlife. Main menu Home. Leadership. Branding. The Perfect Brand Slogan. by John • May 23, 2011 • Branding , Marketing • 3 Comments. In my day, I started with strategy. If a slogan did not communicate the brand’s strategic intent, it was a non-starter. But the assessment didn’t end with strategy.
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