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Monthly Archives: July 2015

3 Communication Tips for More Consulting Sales

Sometimes, you are certain you have the right strategy to help a potential client solve its business problems, and yet you cannot convey the value clearly enough. In spite of your best intentions, you let the sale slip through your fingers. Michael Zipursky writes with three steps to employ during the interview with the client so that you never lose a sale again: Build rapport with the buyer. Enter the sales conversation. Present the offer …

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Junior Consultants: Just Do the Work

In a post at Consultants Mind, the author laments as a Gen Xer how the young consultants have trouble with motivation. He thinks they need too much encouragement and lack initiative. Is this crotchety old-man speak, or does he have a point? Probably a little bit of both. What to Expect from Punk Kids As a senior consultant, the author does not want to hold anybody’s hand; he wants to be able to rely on …

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3 Tips for Getting the Most out of HR Consultants

If you are failing to manage people, then you are failing to manage the business. HR consultants can turn that business frown upside down. A post at GoldHR identifies three ways to get the most value out of an HR consultant, so that the business and its employees operate in idyllic harmony: Be up front and honest. Think beyond firefighting. Consider how you can create a longer-term relationship. Go Far with HR If you need …

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Should Startups Hire Consultants? 7 Benefits to Hiring Consultants

Does a young company have a need for consultants? Are they a worthy expense at this stage in the game? Well, possibly. There are actually many disparate circumstances under which hiring a consultant is a great idea. An article at Young Upstarts touches upon seven major benefits to working with consultants regardless of a company’s age: Accomplishing specific tasks Providing coveted time for hiring Presenting an outside diagnosis Supplying specific expertise Building a network of …

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The Spectrum of Consulting Communication Tips

One of the fundamental aspects of communication is respect. Trading ideas and perspective on an even level and with an open mind is the only way for effective communication to take place. Lew Sauder outlines how consultants can communicate effectively in a variety of contexts in a post at his blog. Give and Take Let’s start with meetings. If you are leading the meeting, you want to have an agenda and stick to that agenda. …

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4 Tips to Hiring a Good Consulting Firm

Hiring a consulting firm is less like selecting between apples at a grocery store and more like buying a new car. One firm’s offerings can vary widely from that of another, and you need to find the right fit for you. Nick Huang writes an article with four tips for making the best decision: Know thyself. Define terms. Consider scale. Seek specificity. Driving Progress Before you consider hiring consultants at all, you first need to …

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The Challenges of Great IT Consulting

Consultant News interviews IT consultant Sam Newell about what qualities great consultants embody, and how they overcome challenges. Half the battle is just being able to listen to clients and challenge their assumptions. That’s Just Great Establishing a trusting relationship with a client is crucial to an effective engagement. Being able to talk openly and directly is the only way to get to the root of problems, and Newell believes that when relationships are difficult, …

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3 Reasons to Push Past Your Fear and Become an Authority

A lot of the people who speak at bigger conferences are vice presidents and C-suite executives. Do consultants who have never risen above Senior Manager deserve to speak at the same venues? Michael Zipursky unwaveringly says the answer is yes. In a post at Consulting Success, he gives three pointers for why you should be running with the big dogs. And the Fat Cats First of all, stepping outside of your comfort zone is a …

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5 Awkward Truths Your Management Consultant Won’t Tell You

In an article for Inc., consultant Robin Camarote recounts a time where a CEO hired expert consultants who ultimately created an over 100-page document for how to improve business. It was well prepared in every respect, with good ideas, and yet it was utterly useless to the business—until Camarote came along to derive actionable insights from the stack of paper. She discusses how to prevent this all from happening to you. Consultant Problems Camarote finds …

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