consultative selling
In selling consulting understanding wins more work than persuading
It’s time to listen and understand the explicit needs of clients. This means that turning up to a meeting with a prospective new client and presenting a slide show of your subject matter expertise is just plain missing the point. I think consulting is about the difference you make and not what you do. So [...]
Consultancies that are only good at delivery will fail
In today’s economic climate being great at delivery is no longer enough. Having a team of seasoned professionals who measure their success by the success of the projects they have worked on is not a sustainable model for the future. Many consultancy and business services firms have build a business based on many one-off projects. [...]
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