Consulting tips from Alan Weiss You should all have a listen to this (45 mins). youtube/watch?v=5ACAJq7Zs5Q Thanks to Peter Pham for sending this to me ! Key messages: - Consulting/advisory is a people business. - Face to face relationships with decision makers (CEOs, owners…) are critical. - Don’t ‘sell’. Be a credible peer. Develop ‘partnerships’ with clients. - Ask provocative questions and LISTEN… - Know the difference between client ‘wants’ [ie what they say they want] and real ‘needs’… Suggest what their needs are. - Give clients a CHOICE OF YESES… 1, 2 or 3 ? - Don’t waste time pitching to non-decision makers… - Charge based on value and results (not on input costs). Charge more ! Think big… - Perception is reality - Think outside-in - Think and appeal to client’s self-interest. - Be responsive and be beyond reproach. - Be flexible… things change. Be ‘light on your feet’. - Humor / laughter is one of the most effective forms of communication and bonding with anyone… Cheers Alex
Posted on: Fri, 15 Aug 2014 04:40:02 +0000
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