September, 2019

It’s Not Value. The Real Reason Consulting Prospects Act

David A Fields

Value. It’s the beating heart of the work your consulting firm produces for your clients, and it’s the reason you win consulting projects. Therefore, offering more value, along with chocolate-glazed pastries will enable you to secure bigger projects faster, right? Wrong.

Leveraging Presence To Land Fortune 50 Consulting Clients with Harrison Monarth: Podcast #104

Consulting Success

Advocating to create an image of trust is one of the key things any consultant must strongly do in the process of starting or continuing a consultations business.

How "scripting the plays" can help launch your lean initiative.

Markovitz Consulting

My friend Bob is struggling to get a lean transformation started at his new company. He’s knowledgeable and experienced, but he’s been unable to get traction at the main plant.

How to glean insights from data and where to start?

Tom Spencer

This question comes up often. It is typically asked when you are thrown multiple data sources, running up to millions of rows. Sometimes you are lucky — you may be asked to solve a very specific and well-studied problem (e.g.

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The Definitive Guide to Becoming a High-Growth Company

Why do some companies grow at a double-digit pace every year, while others experience nominal (or even flat) growth year over year? Discover the common attributes that your High-Growth Clients have in common as they outperform their competition in top-line growth!

Speak softly, make tough decisions: An interview with Alibaba Group chairman and CEO Daniel Zhang


The chairman and CEO of China’s e-commerce giant describes Alibaba’s approach to innovation and how he balances analytics and instinct to push himself to spot hidden opportunities. China

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How to Spot Golden Projects that Other Consulting Firms Miss

David A Fields

Some consulting opportunities are rotten. Blech. Don’t want ‘em. Leave ‘em, don’t look back, and set your sights on better projects for your consulting firm. But hold on, Harry. Wait, Walter? Pause, Paula?) A few of those stinky projects may actually be goldmines.

Building A High-Performance Consulting Team with Jeff Hahn: Podcast #105

Consulting Success

Consulting is a job for the strong and organized, especially when it comes to dealing with multiple companies. Jeff Hahn, the founding partner of Apron Food PR, shares why he decided to go out on his own and start his own consulting business. He talks about how he was able to pull off leading and.

Observing the Law

Alan Weiss

The lawyers have a saying about the courtroom: Never ask a witness a question for which you don’t already know the answer. When you walk into a prospective buyer’s office, there are only six things that are usually said first (e.g., “What can I do for you?”

3 Things to Remember as You Start Your Consulting Career

Tom Spencer

These are a few tips and tricks that I’ve picked up from my own personal experience as well as anecdotes for consultants a few years out. There are a lot of things to note when first starting your career, but these are the most broadly applicable. Be open-minded.

Assessing the Five Styles of Enterprise Business Intelligence

The world of BI and analytics has evolved. Discover the five styles of reporting and analysis, and learn the pros and cons of each in an enterprise scenario.

Securing software as a service


Here is how SaaS providers can meet the security needs of their enterprise customers. Risk Insights

The Culture of Elitism

I’ve been thinking a lot lately about the cult/culture of elitism. The entire premise of elitism is hierarchy. Those who are “elite" are presumed to be better than those that are not. Those who aren’t “elite” often feel "less than” their counterparts. An Ivy League degree makes you more elite. A larger bank account makes you more elite. A more successful career makes you more elite. In my high school, college, and early career years, I very much bought into this belief system.

How to Make Your Marketing More Proactive

The More Clients Blog

Several years ago, I was meeting a participant in one of my group programs. We were discussing his speaking plan. Jeff, I’m glad to hear that you’re getting speaking engagements and that people are enjoying your talks. But what are you doing with the cards you collect after the presentation?”.

Goal-Setting Within Your Strategic Plan

Strategic Planning and Management Insights

Once you have created your strategic plan and have a clear vision of where you're going, you then need to figure out how to track and measure your success

Management essentials – how to delegate effectively

The Management Centre

Being a manager means taking on more responsibilities and also letting go of others. However, as much as we know delegation is a good thing – we still struggle to do it well.

How to avoid being blacklisted from consulting (or any other) recruiting

Tom Spencer

As with most other competitive professions, breaking into consulting roles has a lot to do with networking. Unfortunately, candidates get one chance to make a first impression. Meeting people early before you are polished will end up burning a lot of bridges.

Bias busters: Getting both sides of the story


How can the CEO break employees’ silence and get the critical input needed to make the right strategic moves? Strategy & Corporate Finance Insights

Demographic vs. Situational Gravitas

When I was Stanford, I took a sociology class focused on the topic of status. It was fascinating. The big lesson learned from that class is your social status determines a large part of your influence. Things like ethnicity, gender, height, and educational achievement determine how others perceive the validity of your ideas. For example, if you take two identical resumes -- one with an obviously man’s name versus one with an obviously woman’s name, the man will get more interview invitations.

Going for A Drive

Alan Weiss

There are close to 50 production cars (not multi-million dollar limited run cars) on sale in the US today that cost a minimum of $100,000, from a low of some SUVs to the high of a Rolls Royce. You can see most of them on the road every day.

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What I've Learned About Strategic Planning

Strategic Planning and Management Insights

strategy vision

Time Debt ??? ??

Kai Davis

“What is Time Debt?” ” Time Debt is when you don’t have enough hours in the day to get things done, so you raid your Time Banks and then steal more time through a Time Heist. You’re here because you’ve run out of time.

Product Roadmap Explained

Tom Spencer

A roadmap streamlines business goals into strategic and executable paths. In the context of project management, a roadmap can span across multiple timelines for continuous product development. Why do you need a product roadmap?

When you pick that pre-worn jacket, the environment wins too


Andy Ruben of Yerdle draws on his experience in sustainability to discuss how companies can enter—and thrive in—the circular economy. Insights on Sustainability

Wasting time – it’s such a waste of your brain!

The Management Centre

Time management. It’s a popular topic in management training. Whichever way you look there is something else demanding your attention and therefore your time – and it can feel like drowning.

Give Me an Example of That

Alan Weiss

If you’re writing articles without real-world, contemporary examples to which the reader can relate, you’re merely writing conceptual pieces which aren’t going to persuade prospects. Think of all those awful college professors who merely read their notes and pontificated.

Technology is Your Organization's Superpower-Podcast with Jeff Gothelf

Strategic Planning and Management Insights

In this episode of our Strategy & Leadership Podcast , we were joined by Jeff Gothelf, author of Sense and Respond. Jeff was a software designer for over 10 years, before eventually shifting his focus to providing value to customers by redefining the way design is integrated into software.

Damn. Fine?

Kai Davis

If you’re looking to get a reply to your emails (to a leads, client, etc.) then include instructions on what to do next. Don’t just ask, “What are your thoughts?” and wait by the inbox.

Case Interview Math

Case Interview Math is about analyzing data to help you create an informed recommendation to solve a case. You probably already know how to multiply, add, subtract, divide, and understand the concept of percentages. But, you need to understand what the math and the results mean.

The global case for customer experience in government


The latest research shows: when government agencies offer a better customer experience, they deliver measurable impact across multiple priorities. Public-sector leaders should pick their spots and be bold. Public Sector Insights

When Designing Controls Around Your Crisis Communications, Don’t Do This!

Melissa Agnes

One of the challenges of communicating effectively in times of viral issue and crisis management is ensuring that your brand’s communications are consistent across every stakeholder group, region and department.

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