M E M O S

  • Do small daily actions lead to unpredictable outcomes? 
  • Leaders: the smart alternative to Customer Satisfaction Survey invitations ... 
  • Focus on problems, not solutions, to self-source new projects 
  • How likely are you to close that opportunity you’re working on? 
  • 4 decades of mistakes I've made talking with clients 
  • Partnering with clients 
  • Values in action 
  • How much effort and time did you invest in business growth last week? 
  • Increasing your confidence 
  • How is your pipeline? 
  • How to improve your time investment? 
  • The fear of stretch goals 
  • Stop asking dumb 'consultant questions' - Provide some leadership 
  • Applying Harry Potter 'reverse engineering' to your meetings. 
  • A single habit top consultants have that you can copy easily. 
  • Why using consulting tools pre-sales is a winner. 
  • Sales performance … they make it sound so easy. 
  • Clients always have issues. 
  • Stop wasting time with budget-buyers and start influencing top table executives. 
  • The value of staying in touch 
  • Do you ever feel like you’re not a “real” consultant? 
  • The reality of value-based selling 
  • A checklist of 9 reasons clients hire external experts and services 
  • Here’s a horrible task to think about. 
  • Practicing the ‘in-the mud’ work improves results ... 
  • How often do you let your clients off the hook? 
  • Are you naturally a “can kicker” or “wheel greaser”? 
  • 10 things to work on with your sales coach. 
  • The simple action plan for consultancy business developers. 
  • You don't become great overnight. 
  • Leaders: you must get a firm's sales culture right. 
  • To win high-value projects you need influence. 
  • A prescription to improve conversations. 
  • Aren’t we all dynamic, focused consultants? 
  • Ghostbusters positioning. 
  • Another easy way to stand out. 
  • The worst feeling for consultants is stagnation. 
  • 3 questions to jumpstart a client conversation 
  • How to lose a £100K project. 
  • The problem is ... clients don't care. 
  • 3 questions to close your consulting year. 
  • High-value, low-volume prospecting. 
  • Getting business meetings in a recession. 
  • Create an exceptional experience and you differentiate your practice. 
  • Top sales performer - two years running 
  • Stop interrupting me. 
  • Sales theory is all well and good but this is more fun and productive. 
  • Are you in the top 4%? 
  • ☀️ How to run brilliant first meetings 
  • Don't make the mistake of letting clients see you as a contractor? 
  • Negative news sells media space but is it good for your health? 
  • How to build influential relationships with movers and shakers. 
  • Questioning, listening, influencing. 
  • 1 Habit All Successful Consultancy Business Developers Have In Common 
  • Avoid these 3 mistakes consultants make and win more projects. 
  • An easy framework for growth with outcome-based conversations 
  • How to create extraordinary experiences that differentiate 
  • How to improve conversations with clients 
  • The most unusual source to learn about winning consultancy sales 
  • Helping clients decide 
  • Sixty glorious minutes. One very valuable insight. 
  • 4 questions that will get you more referrals 
  • ... you missed an opportunity. 
  • Business growth and winning projects with key decision makers in big companies. 
  • 5 reasons clients won't decide 
  • How to make closing comfortable 
  • Why is closing a concern for consultants? 
  • What concern about selling comes up most for consultants? 
  • Why you should bring more inquiry into conversations. 
  • What about managing your broadcast behaviours? 
  • 3 ways to handle broadcast behaviours 
  • What is it about 'broadcast people'? 
  • The touchstone in context 
  • Touchstone 
  • What happens when you start initiativ-ing? 
  • We Avoid Hype ... 
  • Danger Zone Guesswork 
  • The How And When Question 
  • This Quote Is So Good 
  • Insight and Empathy 
  • Referability Habits 
  • A thought for the first business day of 2022. 
  • How to get better at business development – Strategy #3. 
  • How to get better at business development – Strategy #2. 
  • How to get better at business development - Strategy #1. 
  • Business development and consultancy growth 
  • Getting on the bandwagon ... without questioning the bandwagon. 
  • Are you building trust right from the start of client meetings? 
  • Who do you want to meet? 
  • Steal this interview and questions. Then figure out how they work. 
  • How to get unconsidered issues onto the client's agenda. 
  • Some thoughts on referrals. 
  • Influence without selling ... 
  • The client is the crib sheet 
  • Subtraction and consulting skills 
  • Three consulting skills ... 
  • Straight-talkers build client confidence. 
  • A long time ago in a galaxy far, far away ... 
  • Pareto Principle is the ultimate performance hack. 
  • A big mistake leaders make with their team 
  • Are you building a consulting business, or a practice? 
  • Learning to sail 
  • The first sign you're a trusted consultant 
  • Can I get some Valium? 
  • Do you short change yourself? 
  • The extremes of buying consultancy 
  • The dangers of different and similar 
  • Communicate what you do better than anyone else (an exercise) 
  • What to do with thinking time 
  • Communicate what you do better than anyone else (an exercise) 
  • What to do with thinking time 
  • The 'big cheese' request algorithm. 
  • Are your clients seeking or shirking? 
  • Show don't tell ... or go to hell 
  • I'm kind and work hard ... you should marry me 
  • The practice before the outcome 
  • Planning for 2021 ... but not as we know it Jim 
  • Were the sleeves of his coat rolled back? 
  • Getting paid what you're worth 
  • Thought Leadership - in less than two minutes 
  • The best sales letter ever written 
  • An unusual perspective on knowledge-work 
  • Rapport factors you shouldn't ignore 
  • The challenge of creation in a problem solving world 
  • Going from okay to excellent 
  • 3 habits to make yourself a better consultant 
  • How to sow seeds in a recession 
  • Now tell me what you really think 
  • Uselessly vague prospecting 
  • Are you an empathic authority? 
  • Reboot your network 
  • Here are the reasons clients don't want your consulting ... 
  • Jumping in too early. 
  • What's really going on 
  • The single most important thing to do 
  • What's really going on 
  • What does good look like? 
  • Consultancy is just a means to an end 
  • Living with extremely high-drive individuals 
  • What does good look like? 
  • Avoiding the gravitational pull of black hole communication Part II 
  • Before and after 
  • Superconnect by Richard Koch & Greg Lockwood 
  • One free app - 7 questions - personal status update 
  • Leave something for the client to say 
  • 3 reasons 'ghosting' happens after you've sent a consulting proposal 
  • Is "attraction marketing" the best way to find new clients? 
  • Avoiding the gravitational pull of black hole communication 
  • 4 rules for reaching out to executives 
  • 7 ideas for improving your sales performance 
  • Message management 
  • My Weekly Review 
  • Who do you want to meet? 
  • The sky is falling! 
  • Food for thought (or at least to drink) 
  • Staying sane in the mad world of sales prospecting 
  • 4 things to do to improve next year’s sales 
  • They're just not that into you 
  • How do you start a sales sprint? 
  • Package your message like a zombie attack consultancy 
  • Stretching sales performance targets 
  • How to do a rough-cut sales analysis 
  • Why inequality is good for sales 
  • Patterns, distinctions, and demonstrating authority 
  • Before you send that email - a quick checklist 
  • How prospects view offers and value 
  • Business development snippets (for reflection) 
  • 5 ways to avoid the feast or famine cycle 
  • Seal the deal - a lesson in mental toughness 
  • What’s happening when a deal stalls? 
  • What is it you do? 
  • How counting to six improves your prospects 
  • Are your prospects dawdling? 
  • How do clients know you're any good? 
  • Selling as a team sport ... it's not what you think 
  • Schedule business development time 
  • Mirror, mirror on the wall ... 
  • Practice as a powerful tool for sales success 
  • What's the difference between understanding and empathy? 
  • Build Your Dream Network by J. Kelly Hoey 
  • Which are the best books on selling consultancy? 
  • The relationship frame and business development hokum 
  • How to alienate prospects 
  • The secret of the puppy dog sale 
  • Going against gravity 
  • Are you interesting, or interested? 
  • The power of simple listening 
  • Are you doing value-subtraction? 
  • How many £20/hour tasks are you doing? 
  • Can this executive buy? 
  • It's worth paying attention to attention 
  • Are you problem solving, or creating? 
  • How do I talk to top executives? (aka the C-suite) 
  • That resistance you feel 
  • Stop selling the process 
  • Have the courage to say no. 
  • 4 ways to quickly add value 
  • 3 common mistakes in first meetings 
  • Let's meet and catch up 
  • 10 decisions clients make before buying consultancy 
  • Mentoring or Coaching 
  • 10 tips for tenacious follow up on emails 
  • Sorry I dozed off reading your email 
  • Lessons from editing prospecting emails 
  • Confidence tricks 
  • How to enthuse clients about your consultancy offer ... more  
  • How to enthuse clients about your consultancy offer   
  • Top of mind consultants 
  • Painting by numbers isn’t art 
  • It was 20 years ago today ... 
  • 4 signs a prospect relationship is going nowhere 
  • Meetings with senior level decision makers 
  • Why revenue and profit are rubbish metrics 
  • Do it right 
  • Be selective. Be directive. 
  • First Seven Jobs 
  • Getting it 
  • How permissive are your clients? 
  • Leave things behind 
  • Step out of the content 
  • Why objection handing doesn't work. And what to do about it. 
  • Are you helping your client look good? 
  • What wine & zombies teach us about using 'cred-decks' to sell 
  • 13 provocations for consultants who sell 
  • Impact prospects with thinking sessions 
  • 10 questions to encourage clients to speak 
  • The myth of average 
  • What works. A lesson from business legend David Ogilvy 
  • How to improve the odds of reaching prospects by email 
  • The single page quarterly sales focus 
  • The simple exercise that dramatically improves sales 
  • The devil in the detail 
  • The power of nothing 
  • A brief review that turns failures on their head 
  • 4 steps that dramatically increase results from meetings 
  • Someone speaks and nobody listens ... is that communication. 
  • How predictable is your performance? 
  • The biggest mistake groups make at strategy workshops 
  • Personal impact 
  • Selling is a game 
  • What to do when a deal stalls. 
  • Stop being a process junkie and become a client issue expert 
  • Erasing the discomfort of feast or famine in consultancy 
  • The sound of silence 
  • Are your executive conversations compelling or commonplace? 
  • Hello persuasion ... meet resistance 
  • The perils of consultant speak and how it kills sales 
  • How do you create desire for your consultancy? 
  • How consultants blow initial prospect meetings 
  • Will these 9 unusual questions to help you qualify and close? 
  • How to get amazing email responses - lessons for consultants 
  • Consultants: Are you working in a proposal factory? 
  • Permission to fail 
  • Are you a fact addict? 
  • Qualification is the secret sauce 
  • Sales prevention methods and techniques 
  • Sloping shoulders and Teflon underpants 
  • Five things you can do today to overcome buying inertia 
  • Four fears that stop clients buying consultancy projects 
  • Work is difficulty and drama. 
  • Empathy before problem solving 
  • Steal this idea. How you can get good at working with others. 
  • Minimum viable product and the creative sale 
  • Flight from Shadow 
  • When should you not use your expert mind? 
  • Meetings don't need to be toxic 
  • Beat the FUD factor and reposition to win the complex sale 
  • What Big Blue taught me about fear, uncertainty and doubt 
  • How outcome framing put a mega-project back on track 
  • Here's a different approach to client intimacy 
  • How to make hard choices 
  • 3 simple tweaks to improve your initial meetings 
  • Before and After 
  • What are you talking about? 
  • Are your frustrated by crazy busy clients? 
  • Are you really listening?