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Monthly Archives: February 2015

Consultants No More: Dawn of the Consultant Manager

A very new and surprising phenomenon in business is that consultants are starting to get cast aside in favor of “consultant managers.” These are managers who take on the practices of consultants, so that no consultant is required. In a YouTube video, Professor Andrew Sturdy of the University of Bristol explains how and why this shift is occurring. The King is Dead, Yada Yada Consultants are often, as Sturdy calls them, “masters of the universe,” …

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6 Facts You Need to Know about Starting Your Own Consulting Business

If consulting were always great all the time, as some stereotypes would lead you to believe, then everybody would want to be a consultant. Neil Patel tempers expectations in an article for Entrepreneur. He lists six facts that will give you a better idea of what to expect if you become a consultant: You’re going to face cranky people. Your deliverable is knowledge. You’re probably not charging enough. You’re selling yourself. You aren’t your own …

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Tips for an Effective Consultant Website

Your website might not be what makes or breaks your ability to seal a deal. But a thoughtfully-designed website can absolutely pull in droves of clients you otherwise would never have found. Jay Niblick provides useful pointers for website marketing at About.com. The Website Checklist The first thing a potential client sees is of course your landing page. You want to keep it clean, professional, and honest, but you also want to pizazz them. Make …

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Eight Levers of Equity Value in IT Consulting

There are key aspects of consulting business where your actions can increase or decrease opportunities for added profitability. Paul Collins refers to these aspects as “levers,” and he counts down the eight of them that are most critical to IT consulting business success. Let’s see if you can learn how to press and pull these levers the right way. Eight Ups and Downs Sales and profit growth Sales and marketing process Market positioning Management quality …

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7 Reasons Young Consultants Fail

It takes time and effort to roll with the big dogs. For one reason or another, some consultants never make it far enough for that. Lew Sauder writes identifying seven reasons why young consultants fail: They don’t understand the double standard. They want to behave like an employee. They are poor communicators. They aren’t client-focused. They don’t develop thick skin. They don’t develop a brand. They don’t network effectively. Forever a Little Dog There is …

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Rules of the Consulting Resume

It might not be current, it might not be pretty, but everybody has a resume. And as it turns out, the best practices for writing a consulting resume might not be the same as writing a regular resume. Alexandra Nuth delineates five differences in an article for The Muse. The Game Has Changed On any resume, you want to include your education, but unlike a lot of resumes, Nuth says a consulting resume should display …

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10 Tactics for Consultants to Negotiate Better

When you believe in the value you bring as a consultant, the barriers to better negotiating disappear. Michael Zipursky writes an article highlighting ten tactics you can use to put your best foot forward to get the money you are worth. And if you do it right, the client will be happy to pay up. Consultant Commandments Establish trust. Do not use the word “between.” Do not take negotiation personally. Be clear on what you …

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Pick a Consultant, Not Just Any Consultant!

Imagine that a friend works for a business who just had a wonderful experience with a consultant, and he recommends that consultant to you. Your business hires that consultant, and he bombs. What happened? Ammar W. Mango has the answer in a post at PM Hut. The Right Fit A consultant is a fixed known. The client, company culture, and the timing of an engagement are constantly changing, however. The aspects that make a consultant …

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Maybe You Really Aren’t Listening to the Client

Just about every consultant under the sun knows that listening to the client is a critical part of doing a good job. But what if you think you are listening when that is actually not the case? Fiona Czerniawska writes an article about the blind spots in our listening. Well, More like “Deaf” Spots The big problem with communication is that, when talking about it in the abstract, we think of it as one person …

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The Simple Formula for Selling Without Being ‘Salesy’

To a lot of people, trying to be a ‘salesman’ can feel smarmy. But as a consultant, if you cannot find ways to convey your value to a potential customer, you might not feel smarmy, but you will feel the cold air after the bank repossesses your house. Jason Parks writes with tips on how to sell yourself without being a stereotypical salesman. Sell Like a Nice Guy The easiest way to sell to customers …

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