Home / 2015 / August

Monthly Archives: August 2015

How to Keep It Simple as a Consultant

Consultants are pretty smart people and want to give pretty smart answers. They do not want to appear simple-minded by giving solutions that seem too simple. However, as Michael W. McLaughlin explains, complex solutions can be conveyed in simple terms, and in fact, your client would probably prefer it that way. He touches upon some of the obstacles that get in the way of simplicity and how to overcome them. The Intricacy of Simplicity You …

Read More »

How to Handle the Removal from a Project

It happened to Lew Sauder. He got axed on a project as a consultant, and it stung. Did he react by running off into the woods screaming and smearing peanut butter on himself? No, he dusted himself off and learned from the situation. In a post at his blog, Sauder shares the story of how he got removed from a project, and how the experience can teach us to better manage projects. Failure into Progress …

Read More »

4 Proven Steps to Overcoming Client Objections

Many consultants try to avoid any possible situation where clients might object to their services. However, as Michael Zipursky writes, landing more engagements demands that you not only accept objections, but that you develop strategies to change potential clients’ minds. He outlines methods to overcome four common objections. Objections to Demolish “We don’t have the budget allocated for this.” “We’re in cutback mode and would need special approval.” “This is more than we anticipated spending.” …

Read More »

Do You Want to Start a WordPress Consulting Business?

WordPress is one of the most powerful and versatile website-building platforms available. And yes, consultants have made a lot of money helping clients make the most it. In a post at WP Elevation, Troy Dean provides some starter tips for those thinking of getting into WordPress consulting. Pressed for Help One obvious benefit of WordPress consulting is that you can work from anywhere—Seattle, Easter Island, the ancient sunken continent of Mu, wherever—as long as you …

Read More »

Consultants Are Corporate Marriage Counselors

In large, established businesses, getting one end of the business to talk to the other can be like making a call from France to Senegal. As such, in a post at Consultants Mind, the truth is presented that a large part of consultants’ jobs is just getting these estranged business partners to communicate effectively. Opening and maintaining these lines of communication is not always easy though. The Honeymoon’s Over What happens in large businesses is …

Read More »

Sell Your Time or a Solution—Never Both

The two common methods of setting up a consulting contract are to charge for your time worked, or to charge for providing a given deliverable. Just make sure never to offer both. In a post at The Clever Consultant, Jason Parks explains why it needs to be one or the other, in addition to helping you overcome one critical pitfall you might have never considered. Solutions, Time After Time The difference between a time and …

Read More »

Should You Take Equity or Shares from Clients?

As the dot-com bubble taught us, shares do not always pan out to be as explosively valuable as we might hope. But on the other hand, sometimes they do. Michael Zipursky writes a post elaborating on the real value of taking equity or shares as payment for consulting. Shared Ambiguity In the vast majority of cases where you are offered stock or a percentage of the company, it will be of the non-voting rights variety. …

Read More »

Unseating an Incumbent Consultant

What happens when you find out you are competing for business with consultants who have already worked for this client before? You rub your knuckles and get down to business! Michael W. McLaughlin writes for Top IT Consultant that clients are actually pretty willing to switch consultants if the right provocation shows itself. Winning as the Dark Horse In these situations, the first thing to do when a client reaches out to you about potential …

Read More »

The Myth of the Executive Decision-Maker

One of the biggest pieces of advice you tend to hear in consulting is to sell to the person with buying power. It is a shame to have to devote your sales pitch to someone who has no direct ability to hire you, after all. Nonetheless, Michael W. McLaughlin calls this advice a big myth, and he believes it is a myth that could cost you business. Who Really Makes the Decision? On one hand, …

Read More »

How Consultants Can Exploit the IT Revolution

One might argue the biggest change of the last 20 years is that nobody is left guessing anymore. When you want to know something, you just Google the answer. Any piece of trivia, any topic covered in grade school can be recalled on a computer or a phone in seconds. Lew Sauder says there is a saying in consulting that they “must be smarter than Google,” in that they need to provide information that clients …

Read More »