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Those Who Pack Tents

Those Who Pack Tents

Why are consultants (and other professional services providers) so surprised when a buyer says, “We have no budget for you,” or, “Our budget has been frozen.” No one wakes up in the morning and says, “We had better budget some funds for someone I’ve never met who may show in my office with an idea I’ve never considered.”

The point: Don’t be an additional budget item. This is about investment and ROI. True buyers can move money. Convince the buyer that new budget isn’t needed, simply move money from poorer ROI potential to you. There is always money. Money is a priority, not a resource. You have to position yourself as a far greater priority in terms of ROI.

If you can’t make that point, and you pack your tent and leave when you’re told there’s no budget, you might want to look into another line of work. Maybe tent making?

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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