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Resources to Build Your Consulting Business 19 Dec 2012 | 06:14 pm
The conventional wisdom says that you can “just hang out a shingle and call yourself a consultant.” It’d be nice if it were that easy. To succeed in this information-intensive business, you’ll need a ...
Finding the Real Decision Makers 6 Dec 2012 | 09:18 pm
We all know that clients buy perceived value when they hire an outside service provider. Your efforts during the sales process contribute to your client’s perception of value, of course, but other sou...
Sharing Your Ideas 3 Dec 2012 | 09:15 pm
The thought of sharing their intellectual property causes some hand-wringing among consultants. How much should you give to a new client? Should you hold something back until you make the sale? Some p...
Is Your Price Right? 30 Nov 2012 | 09:22 pm
You may be reluctant to tinker with the fees you charge, especially given the tough market many of your clients face. Still, it’s good to look at how you’re pricing your services to see if there’s ro...
Let Them Take Credit 27 Nov 2012 | 09:17 pm
Ever gone to a meeting and listened with dismay as a client took credit for your best ideas? Or maybe you’ve had to sit through a project wrap-up session in which your team’s effort was marginalzed an...
Facing an “Arms-Crossed” Client 24 Nov 2012 | 09:00 pm
More than once, I’ve had to face “arms-crossed” guy. You may know him (or her) too—the client whose body language flashes, “I don’t have time for this. I’m not interested. Do we have to do this?” Sinc...
Changes 4 Sep 2012 | 06:23 pm
Countless times, I’ve advised clients to simplify and focus. Now, I’m taking my own advice. You may already know that I publish two monthly newsletters, Management Consulting News (since 2002) and The...
James Kouzes: Being a Leader 27 Aug 2012 | 12:21 am
“There’s nothing extraordinary that’s ever gotten done by a single individual.” In this podcast, I talk with James Kouzes, co-author with Barry Posner of the international bestseller, The Leadership C...
Quick Takes 22 Aug 2012 | 05:23 pm
Here’s a roundup of news items, trends, and market data from the last few weeks. This insane graphic shows why you can expect massive consolidation of digital/social media marketing software and tools...
How Not to Market Your Business 26 Jul 2012 | 04:17 pm
Last week, I got a cringe-worthy marketing email from a stranger, who wrote: Hi I hope you are having a great week. First of all, I was just checking in to see if you have any upcoming projects tha...
