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Monthly Archives: October 2016

Never Leave Behind a Useless Leave-Behind

The longer you are a consultant, the greater the body of work you accumulate. This data—the non-proprietary parts at least—can be repackaged as a giveaway to potential clients, but should you do it? In a post for the Institute of Management Consultants USA, Mark Haas shares the one and only way he has seen such a thing actually work effectively. USBea-u-tiful Haas compares giveaway reports and white papers (even the attractive ones) to freebies that …

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David vs. Goliath: How Consultants and Small Consulting Firms Can Win

Let’s say you have a small consultancy, or are a solo consultant (the smallest consultancy of all). Does it make sense to target the big businesses with your services if it means competing with larger consultancies? Sure it does! You just have to approach it the right way. In a post for Consulting Success, Michael Zipursky shares tips to level the playing field. Rooting for the Little Guy The common theme of his advice is …

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5 Tips to Succeed as an IT Consultant

Most people dream of becoming their own boss at some point, whether or not they think it is a realistic ambition. But IT offers one of those fundamental skill sets that practically any worthwhile business needs. So for those with the capability, it may not be so risky to try IT consulting. In an article for TechGenix, Mitch Tulloch shares five tips for success in this sphere: Understand your customer’s business. Understand the space the …

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Quick Tips for Sharing Equity in Your Consulting Firm

Consultancies necessarily begin as small entities. Do you really want to go and start sharing equity so soon? Well, maybe. In a post for the Clever Consultant, Jason Parks shares a few quick insights into why people give up equity and whether it is smart to do so. Share the Wealth? A chief reason consultancy owners offer equity is to inspire employees to more directly align with business objectives. Offering a direct financial incentive to …

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How Much Info Should You Send Prospects in Advance?

Meeting with prospects is about learning about each other and searching for mutual benefits that might come from developing a work relationship. You want to facilitate conversation by sending them a few materials in advance. But how much information is enough, or too much? In a post for the Institute of Management Consultants USA, Mark Haas answers this question. Know When to Hold ‘Em… As it turns out, trying to sell yourself by sending some …

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Structure Communications with the Pyramid Principle

Ex-McKinsey consultant Barbara Minto conceived what she called the Minto Pyramid Principle, a strategy for structuring communication. A post at Consultants Mind describes this principle in abbreviated terms. Perhaps you can use this technique to create more impactful reports and presentations. The View from the Top The pyramid principle structures information in such a way that everyone learns what they need to know quickly. And the flow of information is appropriately pyramidal in shape. For …

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3 Ways to Wow Communications-Averse Clients

Some people just like to keep their mouths shut. Whether it is because not all the information is clear yet, or they are just afraid of saying the wrong thing, clients can be reticent. An article at Consultant News offers three ways to keep engaged with client sponsors, even if you are the one doing most of the talking: Engage leadership in crafting the messages and delivery. Start small, because small wins are still wins. …

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3 Approaches for Different Consulting Situations

Different industries call for different strategies to approaching work as a consultant. In an article for TalentEgg, Amy Ngo discusses three basic approaches and when to use them. Keep these ideas in mind as you shift from one situation to the next. Time and Place The first approach is what Ngo describes as simply “classical,” where the goal is to grow and maintain a business’s competitive advantage. This requires you as the consultant to develop …

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How to React to Consulting Price Objections

“We can’t afford you,” is something consultants are likely to hear from prospects at some point in their careers. The statement is more loaded than it might initially sound though. In a video, copywriter and marketing coach Lynn Swayze breaks down what it really means and how to react to it. Objection Overruled In the first case, it could be that a business is so small and/or new that it genuinely cannot afford consultants’ high-end …

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3 on-the-Job Tips for New Consultants

Everyone has to start somewhere, and once you reach that somewhere, the real learning starts. In an article for TalentEgg, Amy Ngo offers some beginning guidance. She has three training-wheels tips to impart: Network within your company. Continuously update your knowledge. Ask questions. Get Rolling Within your consultancy, you are going to find lots of other consultants (shocking). Look for opportunities to support the more senior staff, so that you can learn from them and …

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