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Monthly Archives: March 2016

The Tyranny of Techniques in Sales

In theory, having ready techniques at your disposal to help you make a sale should be a good thing, and sometimes, they probably are. There are many caveats to relying on specific techniques though. In an article for MindShare Consulting, Michael McLaughlin discusses why you might want to diversify your approach to selling services. More Than Selling Many sales techniques emphasize urgency, trying to make the buyer agree to services right away, and with terms …

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How to Get Prospects to Return Your Calls

The Great Wall of Voice Mail can be a hard fortification to penetrate, especially when you might only leave one of several messages on a person’s phone at any given time. In a post for the Institute of Management Consultants, Mark Haas shares a quick tip about how to maximize the odds that a person returns your calls. Make the Phone Ring If you leave a cold-call message to a prospect without delineating a clear …

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The Who, When, and How of Hiring a Consultant

When the complexities of projects start to venture into territory that is alien to the staff at hand, it is common for project managers to hire an outside consultant for additional expertise. Is this the right move in your particular case? In a post for the Association for Project Management, senior consultant Mike Scott gets into the specifics of hiring a consultant. Hire according to Gaps Many businesses have slimmed down their staff in recent …

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Building Relationships versus Cold Calls

The two ways a consultant succeeds on the job are by providing quality service to the client, and then finding ways to sell more services to the client. In this way, the relationships consultants build with clients are critical, but not everyone is so convinced. Consultants working at a consultancy may have a boss who still sees the value in spending lots of time making cold calls instead of building existing relationships. In a post …

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When Online Marketing Hype Dictates the Business Model

An ad on the Internet needs to catch your attention fast, so whatever it is selling, it is likely going to promise that it is the “best” or “greatest” solution you have ever seen no matter how lousy it actually is. In a post at Consulting Success, Michael Zipursky thoroughly debunks ads that claim to sell the “best model” by which consultants can build their client base. The Best, Jerry, the Best! The particular person …

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Four Tips for Making Your Clients Genuinely Happy

Schmoozing can actually get you a long way, if you know what you are doing. In an article for Forbes, Manick Bhan, CEO and CTO of Rukkus, explains that there are ways to not just manage difficult client relationships but actually make everyone happy. It comes down to four basic, sometimes food-related tips: Keep customer service internal. Surprise your clients. Learn more about your clients. Think outside the gift basket. Making Work a Party When …

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What Is Free Publicity?

Everybody loves free publicity, but what exactly constitutes it, and how do you get it? In an article at Consultant Journal, Andréa Coutu explains how to leverage free publicity to the fullest extent in your business. To Continue Reading, Pay $2.99 Obviously, most of the marketing we do has some cost attached to it, even if it is just our time expenditure. There are some ways in which to let others do the marketing for …

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What’s Next in Consulting?

You probably got sick of hearing it 10 years ago, but it is true—technology is changing everything. Consulting is no different. In an article at MindShare Consulting, Michael McLaughlin discusses how consulting might change and expand as a result of new technologies like 3D printing and the Internet of Things (IoT). New Tech, New Business More than 25 billion physical objects are expected to be connected to the Internet by 2020. This is going to …

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5 Tips for Working with a Consultancy Firm

Anyone who has been in business a while understands that calling on consultants does not have to be a cry for help. Very often, bringing on consultants is actually how businesses evolve their capabilities to the next level. In a slideshow for IT Business Edge, CEO Theo Nissim pinpoints five tips for making the best of your experience with a consulting firm: Make sure it’s a good fit. Incorporate consultants as an extension of the …

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Why Management Consultants Switch Jobs

Even without conducting surveys—though the data is available—it is clear that lack of satisfaction with the current job is the top reason for getting a new job. What can you do to keep hold of your management consultants? An article at Consultant News discusses available job hunting statistics and discusses how they applies to retaining management consultants. Managing Consultants Between active job seekers and people who would be open to accepting a new job if …

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