The Influential Consultant

Recently I adopted an 11 week old border collie puppy, Harry. Over the next 18-24 months I will develop him for Working Trials competitions. There are no sheep involved. These type of trials were … [Read more...] about The most unusual source to learn about winning consultancy sales

Consultancy leaders interested in revenue growth often think about "winning sales". They want me to teach their team members sales techniques. But I won't ... because these aren't right if they want … [Read more...] about Helping clients decide

A rescheduled meeting gave me some unexpected free time. Instead of moving onto my next task I took in some sunshine. iPhone completely off and two flights of stairs away. No interruption. No … [Read more...] about Sixty glorious minutes. One very valuable insight.

A while ago I wrote about Dan Sullivan's Referability Habits concept. I love the simplicity of this. You may remember the four habits: Show up on time. Do what you say you will. Finish … [Read more...] about 4 questions that will get you more referrals

The only reason the client bought you in. They want a business outcome. They want value. And because you're so keen to talk about game-changing technology, connected experiences, product sprints, … [Read more...] about … you missed an opportunity.

Working with consultants I notice interesting things around business growth and winning projects. These include: Project opportunities coming via a tiny number of decision makers and … [Read more...] about Business growth and winning projects with key decision makers in big companies.

A client asked me why they're not getting traction with a heavy ROI value proposition. They can demonstrate a profit improvement of between £0.5M - £1.0M for their prospect in just 90-days. That looks … [Read more...] about 5 reasons clients won’t decide

Part 1: What concern about selling comes up most for consultants? My experience suggests the answer is asking clients to make a decision. a.k.a. closing. Part 2: Why is closing a concern for … [Read more...] about How to make closing comfortable

Part 1: What concern about selling comes up most for consultants? Imagine you've been having a great pre-sales conversation with the client. Chances are you've done a lot of divergent thinking … [Read more...] about Why is closing a concern for consultants?

This is a question I get asked by clients ... curious to know if they’re all in the same boat. I always answer with the concern that comes up least. You may be thinking that’s an odd response. But … [Read more...] about What concern about selling comes up most for consultants?