David A Fields

SEPTEMBER 24, 2014

Consultants encounter this phenomenon every day in prospects’ offices: “Why hire a consultant to improve our compensation plans? Agreements Consultants Creating Value Fees Positioning Proposals Relationships adding value agreements Consultative selling Context Discussion positioning.

Operations 207

Operations Consulting 207

David A Fields

AUGUST 29, 2014

A question I was asked: What does it mean when a client asks you to sign a confidentiality agreement before you even meet? What would your suggestion be to this consultant? What has worked for you? Post your suggestion by using the ‘Leave a Comment’ box below. relationships starting projects value proposition'

Consulting 170

Consulting Meeting 170

David A Fields

DECEMBER 15, 2014

A question I was asked: I’ve read that industry experience isn’t supposed to be necessary to win clients, but I’ve lost projects to consultants who have more experience than me. What is your answer to this consultant? Can a “process consultant” work anywhere? Am I doing something wrong? How much does industry experience matter?

Industry 186

Industry Consulting Marketing 186

David A Fields

AUGUST 13, 2014

What would your suggestion be to this consultant? Agreements Consultants Context Discussion Creating Value Fees Positioning Proposals adding value agreements benefits Consultative selling positioning. A question I was asked: When should I use some sort of visual with a prospect? What has worked for you?

Consulting 186

Consulting 186

David A Fields

AUGUST 25, 2014

What would your suggestion be to this consultant? Agreements Closing Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships adding value agreements benefits Connections Consultative selling context discussions decision maker Marketing positioning. What has worked for you?

Consulting 191

Consulting Marketing 191

David A Fields

OCTOBER 8, 2014

What would your suggestion be to this consultant? Agreements Closing Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships adding value agreements benefits closing Consultative selling context discussions positioning. What has worked for you? relationships starting projects'

Metrics 191

Metrics Consulting Meeting 191

David A Fields

OCTOBER 2, 2014

Rick, a friend and colleague of mine routinely sells $3 million per year in consulting projects for his small, independent consulting firm. Tangential question for you to ponder: Why do you think that consultants who are closing millions in revenue have time to conduct research, write blogs like this one, etc.?

Research 191

Research Consulting How To Marketing 191

David A Fields

OCTOBER 17, 2014

What would your suggestion be to this consultant? Agreements Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships adding value agreements Consultative selling fees positioning positioning. What questions do you use to learn more about the situation?

How To 186

How To Consulting 186

David A Fields

JUNE 9, 2014

…See my response in the Solo Consultant’s Network. Agreements Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships adding value agreements Consultative selling consulting fees fees positioning. The post Should I Give a Salary Expectation to a Client?

Consulting 191

Consulting 191

David A Fields

OCTOBER 1, 2014

What would your suggestion be to this consultant? Agreements Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships adding value agreements benefits closing Consultative selling context discussions Marketing positioning positioning. What has worked for you?

Consulting 191

Consulting Marketing 191

David A Fields

OCTOBER 29, 2014

What would your suggestion be to this consultant? Agreements Consultants Context Discussion Creating Value Fees Positioning adding value agreements benefits Marketing positioning. If you use a process to guide your discussions with prospects (and you should), how do you stick to it without frustrating the prospect?

Consulting 199

Consulting Marketing 199

David A Fields

AUGUST 4, 2014

What would your suggestion be to this consultant? Agreements Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships scorecards adding value agreements benefits Consultative selling consulting fees Marketing positioning. What has worked for you?

Consulting 170

Consulting Meeting Marketing 170

David A Fields

OCTOBER 20, 2014

What would your suggestion be to this consultant? What do you think the warning signs are for Chameleon consultant, and what does that mean about expanding your offering? Post your suggestion by using the ‘Leave a Comment’ box below. relationships value proposition'

Consulting 170

Consulting 170

Consulting Matters

JANUARY 5, 2021

This consulting process is what I call the “Consulting Engagement Cycle.” There are 5 steps in the Consulting Engagement Cycle: Step 1: Establish Winning Partnerships. There are 5 steps in the Consulting Engagement Cycle: Step 1: Establish Winning Partnerships. to solve organizational issues.

Consulting 254

Consulting Guidelines Media Tools 254

David A Fields

SEPTEMBER 24, 2014

What would your suggestion be to this consultant? Agreements Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships Speaking agreements benefits Consultative selling positioning. What is the criteria? What has worked for you?

Consulting 170

Consulting 170

David A Fields

JULY 1, 2014

There’s a choice consultants make every day, and I am convinced that consultants who choose correctly will experience huge gains in their productivity and business-development efforts. Problem #1 facing many consultants: Prospects aren’t responding to your inquiries. Let’s go old school. And you’d stop reading.

Consulting 186

Consulting Productivity Development 186

David A Fields

APRIL 8, 2015

A consultant asked me the following question: Suppose you sign with a client and then a week later their competitor, whom you’ve also been talking with, finally tells you they want to engage you. What advice would you give this consultant? How do you handle this situation without damaging your relationship with either client?

Consulting 150

Consulting 150

David A Fields

APRIL 15, 2015

In the past few weeks, numerous consultants have sent me questions like the following: I have a proposal out to a startup company and I’m sure they’re going to want to pay only a portion of my fees as cash and grant me equity in the company. What is your advice to this consultant? Should I do this? If so, what […].

Consulting 150

Consulting Company 150

David A Fields

AUGUST 27, 2014

What would your suggestion be to this consultant? Agreements Closing Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships adding value agreements Consultative selling Context Document starting projects value proposition' What has worked for you?

Consulting 170

Consulting How To 170

David A Fields

JUNE 27, 2014

A question I was asked…Would you bring up confidentiality agreements in the first meeting?…See …See my Response in the Solo Consultant’s Network. The post Should You Mention Confidentiality Agreements? appeared first on David A. relationships starting projects value proposition'

Meeting 150

Meeting Consulting 150

David A Fields

APRIL 10, 2014

Agreements Consultants Creating Value Fees Positioning Proposals Relationships scorecards adding value agreements Consultative selling consulting fees Context Discussion positioning. Don’t worry, I won’t blab your dark secret, because I know that if you’re a solo […]. The post Those Two Extra Hours You Need?

Consulting 186

Consulting 186

David A Fields

MAY 5, 2014

A question I was asked… I have an interview coming up with a prospect who is vetting several consultants and I need to prepare some questions. …See my response in the Solo Consultant’s Network. Should I be specific or general?…See The post Killer Questions to Ask New Prospects appeared first on David A.

Interviews 170

Interviews Consulting 170

David A Fields

JUNE 6, 2014

…See my response in the Solo Consultant’s Network. Agreements Closing Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships adding value agreements Consultative selling Context Document positioning. The post Responding to “What’s Your Rate?” appeared first on David A.

Consulting 170

Consulting 170

David A Fields

JUNE 2, 2014

…See my response in the Solo Consultant’s Network. Agreements Closing Consultants Creating Value Proposals Relationships adding value agreements Connections Consultative selling Context Discussion Marketing positioning. The post How to Ask for a Firm, Next Date appeared first on David A.

How To 170

How To Consulting Marketing 170

David A Fields

APRIL 21, 2014

…See my response in the Solo Consultant’s Network. Agreements Closing Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships adding value agreements closing Consultative selling consulting fees fees positioning. relationships starting projects value proposition'

Consulting 170

Consulting 170

David A Fields

JULY 1, 2014

There’s a choice consultants make every day, and I am convinced that consultants who choose correctly will experience huge gains in their productivity and business-development efforts. Problem #1 facing many consultants: Prospects aren’t responding to your inquiries. Let’s go old school. Where’s the fun in that?)

Consulting 186

Consulting Productivity Development 186

David A Fields

APRIL 11, 2014

…See my response in the Solo Consultant’s Network. Agreements Closing Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships adding value agreements buyer closing Consultative selling consulting fees positioning.

Consulting 170

Consulting 170

David A Fields

AUGUST 22, 2014

What would your suggestion be to this consultant? Agreements Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships agreements buyer closing Consultative selling Context Document fees Marketing positioning. What has worked for you? relationships value proposition'

Consulting 170

Consulting Marketing 170

David A Fields

JUNE 27, 2014

A question I was asked…Would you bring up confidentiality agreements in the first meeting?…See …See my Response in the Solo Consultant’s Network. Agreements Closing Consultants Context Discussion Creating Value Positioning Proposals Relationships adding value agreements closing context discussions fees positioning.

Meeting 150

Meeting Consulting 150

David A Fields

OCTOBER 30, 2014

Consulting is a lumpy business. Most independent consultants work on fewer than 20 projects in a year and some fill their coffers with only three or four large assignments in that time period. Closing Consultants Relationships adding value agreements attitude Consultative selling Marketing new business positioning.

How To 230

How To Sales Consulting Marketing 230

David A Fields

OCTOBER 16, 2014

Thirty-plus years later, you can use the same device to lift your consulting practice to a higher level of performance. Agreements Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships adding value agreements Consultative selling Marketing positioning. The spreadsheet.

Retail 170

Retail Tools Sales Consulting 170

David A Fields

OCTOBER 3, 2014

A question I was asked: Some of my clients have active legal departments who want me to sign a standard agreement that contains all sorts of wacky legal clauses that are in their favor. What would your suggestion be to this consultant? How do you deal with this? Do you have a language you use? I hate hiring an attorney myself.

Consulting 150

Consulting 150

David A Fields

APRIL 25, 2014

…See my response in the Solo Consultant’s Network. Agreements Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships adding value agreements Consultative selling fees positioning. Any tips on how to respond to that?…See appeared first on David A.

Consulting 170

Consulting How To 170

David A Fields

OCTOBER 23, 2014

If you’ve been running your consulting business for fewer than seven years, you’ll want to pay attention to the story of Meredith Starr. Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships agreements benefits Consultative selling fees Marketing positioning.

Financial 239

Financial Consulting Marketing 239

David A Fields

OCTOBER 6, 2014

What would your suggestion be to this consultant? Agreements Closing Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships agreements benefits closing Connections context discussions Context Document Marketing positioning. What should I have done? What has worked for you?

Consulting 170

Consulting Marketing 170

David A Fields

DECEMBER 19, 2014

What is your answer to this consultant? Agreements Consultants Context Discussion Creating Value Fees Positioning Proposals adding value agreements benefits Consultative selling positioning positioning. What has your experience been and what works for you? I’ll post what I told him in a couple of days.).

Consulting 150

Consulting 150

David A Fields

JULY 9, 2014

What would your suggestion be to this consultant? Agreements Closing Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships adding value agreements benefits closing Connections Consultative selling decision maker fees positioning. How do I land this follow-on business?

How To 170

How To Consulting 170