Consulting Business

Finding new clients

How Do I Find Clients For My Consulting Business?

Whether you are just getting started or have done consulting for many years, the best way to find new clients is through referrals. If you have been in business for many years, satisfied customers are a great source of referrals. However, if you are a new consultant, you may have yet to satisfy customers but …

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Maintaining Your Professional Network

Some people are natural connectors. Sean Murphy is one of those. In this video, he shares one of his secret to network maintenance. He frames maintaining your professional network as counting your blessings. Your network is a long-term investment. It takes the time to nurture and grow your relationships.

Angel Rampy on Influence Skills for Technical People

Angel Rampy on Influence Skills for Technical People

What skills do you need to influence the way other people think?   Angel Rampy, business coach at Success Through Learning, covers the different levels from which we influence moving us from “telling” to “collaborating”. She shares tips for strengthen our ability to influence others. Here are a couple of interesting video snippets from her …

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How Do I Move From Being Capable to Offering Expert Consulting?

Offering expert consulting means developing a specialization and focus that enable you to execute with distinction. The phrases “finding the niche for your product” and “product market fit” are essentially equivalent. A key definition of a market is that members reference each other’s buy decisions and therefore building up a set of references lowers your …

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Q: How Can I Maximize ROI and Minimize Risk?

You can only capture a share of the value that you create if you want to create a sustainable business. While you need to assess the likely return on investment from your efforts and your probability of success, you also need to look at any deal from the other side of the table. It’s as …

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The Uncanny Valley of Email Automation

Trust is built over repeated interactions between people. If your business requires long term relationships then you have to make sure that investments in automation are not deployed in a way that undercut your ability to have real conversations. Unfortunately, some uses of email automation tools are pushing sales conversations into the “Uncanny Valley” because …

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Preventing & Managing Challenging Customer Situations

Here are my notes from tonight’s Professional and Technical Consultants Association (PATCA) meeting on “Handling Difficult Client Scenarios in an Agile and Effective Manner.” It was a candid discussion among primarily experienced consultants about real situations that were challenging–and frequently painful. Several good suggestions for preventing and managing challenging customer situations:

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