The 10 Attributes of a Successful Consultant

David A Fields

Text and images are © 2015 David A. Fields, all rights reserved. Consultants Mindset attitude mindset

The Remarkably Simple Formula For Selling Without Being Salesy

The Clever Consultant

Early on in my consulting career, I just could not wrap my head around the idea of putting on a “sales hat” I avoided any words, body language or presentations that would give the slightest inkling that I was selling. After all, I was a consultant, not a salesperson! And, the mere thought of being […]. Selling Consulting Services consulting sales tips

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Update on Inside Nudging and Other Behavioral Science (e.g., Behavioral Economics) Efforts

Steve Shu Consulting

I am in the process of publishing an update to Inside Nudging: The Excerpts (as a free release in Apple iBook format and in paperback form for talks, workshops, and academic inquiries). The update includes: Chapter 2: Organizations Can Package Behavioral Science for Good – This chapter describes a case of using behavioral finance in the retirement plan design space. I use this case to demonstrate one example of what a successful innovation center might look like.

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2015 Management Consulting Salaries – Undergraduate, MBA, Interns and More

Management Consulted

Welcome to our Consulting Salary post – the kickoff to 2015! As you’ve been busy popping bottles of champagne, watching the ball drop while fireworks shoot up in the background, or just flat-out ambitiously working through the New Year holiday, we here at Management Consulted have had our version of fun.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

The New Philanthropy: The Push For A Renewable Capital Innovation Fund

Tom Spencer

This post is a collaboration between BROSO™ and Tom Spencer , and was originally posted on Truth Has No Temperature. Why is the Australian venture capital industry almost non-existent and irrelevant on a global scale? Three reasons: A massive misallocation of capital, particularly when it comes to Australia’s $1.7 trillion superannuation bolstered capital pool, the fourth largest capital pool in the world.

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Overcoming Obstacles Using External Resources

Women in Consulting

By: Jen Berkley Jackson. At the end of last year, I conducted research to understand how market research is being used in organizations. We heard back from participants that there are three primary obstacles to doing market research: budget, time and lack of internal resources. This is a familiar story for us as consultants also.

Understanding Why Conflict Happens – A Mini Case Study

Gina Abudi PM

I have been coaching a client around conflict they are having within their project team. In talking with my client, she shared the following information: “Conflict is happening more and more on the project team. It seems that even the smallest issue becomes a big issue in just a matter of minutes! We are getting [.]. The post Understanding Why Conflict Happens – A Mini Case Study appeared first on Gina Abudi.

"Writing is nature’s way of letting you know how sloppy your thinking is" - Guindon

Consultant Ninja

Why writing the slide is sometimes the hardest part


Organization Design Fundamentals (Nov 2015)

Kates Kesler

Tickets available here. Workshops and Conferences

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Overcoming Discouragement: A Prescription for Consultants

David A Fields

*This is a remedy for discouragement, not depression. I am not a therapist. If you are suffering from depression, please seek help from a trained, mental health professional. Text and images are © 2015 David A. Fields, all rights reserved. Consultants Mindset attitude mindset selling

The Most Effective Form Of Outreach – It’s Not What You Think

David A Fields

Common wisdom says you should offer some sort of value to prospects when you reach out to them. What if that common wisdom is not only wrong, but backwards? I’m sure you’ve seen or heard advice that consultants should only reach out to prospects when they have a compelling, useful tidbit to offer. For example, an article or white paper, your new book, an introduction to a sought-after peer, or insights from a project you conducted recently.

Sell Your Time, or Sell a Solution, But NEVER Both

The Clever Consultant

I’ll never forget the advice my delivery manager gave me 10 years ago when I worked on my first pursuit: “Either sell your time, or sell the deliverable. Never, ever promise both.” ” That turned out to be sage advice. If I had to write only one post on consulting contracts, this would be it. There […]. Selling Consulting Services consulting proposals proposal

New Resolutions and Fresh Starts

Steve Shu Consulting

As we approach the year-end, I wanted to share some thoughts from my book, The Consulting Apprenticeship: 40 Jump-Ideas for You and Your Business. It is a technique that I’ve seen a number of operating companies and management consulting firms use effectively. I’ve usually called it the Spring Cleaning technique, to connote a sense of renewal that often comes with the pastime of cleaning and refreshing a home early- to mid-year. That said, the technique can really be applied at any time of year.

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

Thinking Like a Consultant: People Skills

Management Consulted

One of the best things about strategy consulting is that you get to work across a broad spectrum of industries , giving you exposure to a lot of the wonderful variety that exists around us in the business world. However, one of the most unnerving things about strategic consulting is that you’re supposed to be able to increase productivity across this very same landscape without respect to the size, type, and complexity of the client.

Conversation with L.E.K. Consulting

Tom Spencer

I recently had the opportunity to communicate with Janine Clifford, Recruitment & HR Manager at L.E.K. Consulting. L.E.K. Consulting is a global management consulting firm that uses deep industry expertise and analytical rigor to help clients solve their most critical business problems. Please read my discussion with Janine below. This will be of particular interest for students and recent graduates who are looking to pursue a career in the management consulting industry.

Developing an Inclusive, Diverse Workforce

Think Customers

Just as the U.S. population grows more diverse, so must the average company''s workforce. To remain on the cusp of innovation, leaders must conduct an internal audit to explore their brand''s current scope and expand future outreach initiatives. There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog. Customer Strategy Emerging Trends Employee Engagement employeeexperience employeesatisfaction employeetraining employeesengagement

Sitting is the New Smoking – Bad for Your Body, Bad for Your Business

Women in Consulting

By: Joanna Nowak. I’m not exactly a raving fan of Mad Men or Don Draper, but I watched enough episodes to notice how in every episode almost all characters are engaged in a mindless activity which is detrimental to their health. Any guesses what it is? Smoking, of course. It’s stunning how that mindless habit was such a big part of our culture; yet it isn’t anymore. So what is our generation’s equivalent of smoking? –

Marketing-Led Post-COVID-19 Growth Strategies

Businesses are laying off workers, shutting their doors (some permanently), and struggling to react to the radical destruction that coronavirus (COVID-19) is doing to our society and communities. Most have already sustained massive damage, and we still have yet to see the scope of impact of the global pandemic that has upended the globe. Any return to normalcy may seem far-off, but sales and marketing are on the front lines of restarting the economy. When the dust settles, we have a responsibility to turn our shock and grief into fierce determination, and lead the charge of responsible, strategic, sustainable future growth. However, there’s no team better suited to lead that charge than the marketing department. Marketers are uniquely positioned to provide creative solutions to aid their organization in times of change and chart a course for navigating success.

The Value of Having a Change Expert on Your Next Technology Project

Gina Abudi PM

Technology projects can be difficult to implement within an organization. They require significant change management work as well as regular and consistent communications to stakeholders to keep them engaged. Unfortunately, technology projects are staff minimally (as are many other projects frankly) and with individuals with technical expertise but limited expertise, if any at all, expertise [.].

10 Obvious Mistakes Consultants Make

David A Fields

If there’s no highway exit for another 6 miles and you’re not passing anyone, there’s a handy lane on the right just for you. You know that. I know that. Every other adult knows that. Yet we see drivers dawdling along in the left (or middle) lane for miles on end as other cars are forced to pass them on the right. In consulting there are equally obvious rules of the road that are, nevertheless, inexplicably ignored by many of our colleagues. Last Wednesday I reached out to a handful […].

Two Easy Ways to Reel In Larger Projects

David A Fields

Ahab, a world-renown fishing expert from Piscandi Consulting receives the following email: Hi Ahab, I’m Ishmael from Beldad Industries. Our catch rate is down 12% versus last year. Can you help us? If you’re Ahab, could you close that project? Should you? Well, I’ll tell you what I think… I have no idea. You see, I don’t know whether Ishmael’s project is a minnow, a redfish, a yellowfin tuna or a whale shark.

The #1 Quality Your Prospects MUST Have

David A Fields

Raymond, a 38 year-old operations efficiency consultant on the West Coast wanted to snag some strategy projects. Weary of solving operations issues for 15 years, he agonized over the wording of his new, strategic offering then revamped his website and cards to reflect the revised thrust of his consultancy. When he brought me in to help, I asked him the same question I’m posing now for you: what’s the single most important attribute of your target prospects?

How ZoomInfo Helps Overcome the Top Pain Points of Inside Sales

Recent digital transformation has shifted the B2B landscape by ushering in the era of buyer empowerment. With more access to user reviews, analyst opinion, and industry research, decision-makers are more informed than ever while navigating what is now known as the “buyer’s journey.”

Milk? Seriously? The Perfect Response When Things Go Sour

David A Fields

Sometimes things just go wrong. How you handle the situation as a consultant makes all the difference. For instance, one of life’s little pleasures is a freshly detailed car. Last week, an expertly trained professional gently removed the thin film of grime and buffed some new-age, uber protective coating onto my sedan. And as I tootled down the highway, I couldn’t help but slow down and admire the deep, burnished glow of the metallic black hood.

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HR Metrics: How to Calculate Cost Per Hire

The Clever Consultant

Cost Per Hire (CPH) is one of the most common HR metrics used to measure recruiting effectiveness. That’s because it’s insanely simple to calculate – just add up your total recruiting costs and divide them by number of new hires for a given period. CPH shouldn’t be used in a vacuum, though, as it doesn’t […]. Metrics HR Efficiency human resources Recruiting Costs

My Behavioral Science, Design, and Business Book Reading List

Steve Shu Consulting

As I was gathering my thoughts for my Inside Nudging project ( www.InsideNudging.com ), a project that I envision tying together the application of behavioral science in business contexts and providing more of an inside look at innovation, strategy and implementation, I wanted to take stock of books that have probably influenced (liberally interpreted) the way I look at behavioral science. Perhaps you’ll find something of here of interest to you for your weekend read.

Thinking Like a Consultant – Communicating Core Values

Management Consulted

Welcome to the next installment of our “Thinking Like a Consultant” series, where we are exploring thoughts, behaviors and mindsets of successful consultants. If you have’t read Part 1 or Part 2 yet, make sure you catch yourself up before reading on. As a consultant, or as any skilled professional for that matter, you should be aware of the the environment you are creating for yourself, both internally and externally.

Marketing Ops: The New Revenue Hero

As data continues to play a starring role in today’s B2B organizations, both marketing and sales operations professionals are poised to solidify their place as critical revenue drivers. In particular, the evolution of the Marketing Operations (Ops) role has created a new standard in marketing and has become a vital component of an organization’s success.