Consulting vs. Leading

Too many consultants tank their success because they do not clearly understand the difference between consulting vs. leading.

Consulting is a defined role that is distinct from leadership. A consultant is one who helps a leader by framing the problems that the leader is accountable for solving. Consultants frame the challenges and help provide a roadmap for the resolution of challenges. Leaders oversee the implementation of solutions and ensure sustainability.

The first key of being an effective consultant is learning how to position your expertise in a way that enhances leadership and organizational capacity. When you don't fully appreciate the value you create as a consultant (and how you should be positioned) you inevitable fall into the "pair of hands trap" (where you simply offer and deliver what a client asks of your) or the "surrogate leadership trap" (where you do the leader's work for them.)

When you know the differences between leading and consulting, you will be...

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The Heart of Value Propositions - What You Really Offer Clients

4 - mindset mastery Jan 12, 2021

“Because relationships are mutual, partners share a single fate; no action benefits one and harms the other.” (Lewis, Amini and Lannon)

Have you ever read a book that you know will change your life? I think my understanding of who I am and what I do as a consultant, mentor, mother, friend, and partner will be forever changed as result of reading the book, “The General Theory of Love” by Thomas Lewis, M.D., Fari Amini, M.D and Richard Lannon, M.D.

This book explains love from a scientific and neurological point of view. Basically our experience of love does not live in the thinking, neocortex part of our brains. It lives in our limbic brain, which holds and stores our emotions, memories and our ingrained responses. Contrary to what we might believe, people don’t change as a result of simply encountering and assimilating information in the thinking part of our brains. Change happens at the limbic level as a result of limbic resonance.

When I was at...

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The 5 Steps of the Consulting Engagement Cycle

 

Your marketing efforts have paid off. All of your activities on social media and doing speeches worked. You created a proposal, negotiated and renegotiated with your client and the deal is done.

And now you’re wondering what to do now.

Just like your clients have processes in place to ensure consistently high customer service, you have to do the same. This consulting process is what I call the “Consulting Engagement Cycle.” It is not an exact formula you need to follow but a guideline that helps you ensure that you can deliver excellence every time, with every client.

There are 5 steps in the Consulting Engagement Cycle:

Step 1: Establish Winning Partnerships

Sales is not what you get through in order to get to the work. It is actually the first step in your consulting delivery. During contracting, you and your client come to an agreement on the business objectives at hand and how the two of you will partner together to achieve those objectives. This phase of the...

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The ONE THING You Need to Make a Successful Leap Into Consulting or Coaching

If you are interested in leaving your current job for the potential of running your own consulting or coaching practice, there is only one thing you need. You may think you need a lot of money in the bank and a "rolodex" of potential clients and referrals.

While those things are important, they are not nearly as important as your wholehearted commitment to the adventure of running your own practice. In my experience, there is a direct correlation between the most successful consultants and coaches and their ability to commit fully to their practice and making it a success.

There is a big difference between having a yearning to start your own consulting business or coaching practice and actually making the decision to leave the comfort and security of your day job for the unknown world of entrepreneurship.

The fear of the unknown is to be expected. There are many sources of help to overcome these type of predicable fears but there is only one response if you are going to be...

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Before You Plan for 2021, Do this 2020 Review

 

We're coming up on the end of the year and it's time to review what worked and didn't so we can come up with plans for 2021, right?

Wrong!

If 2020 has taught us anything, we don't always have control over all the things we put into typical annual plans, complete with SMART goals and actionable strategies. That type of planning is OUT.

What is IN is cultivating smart habits that keep you in tune with your market and allow you to respond to them with ease and confidence.

This was our big learning for 2020. 

In this video, Jen and I walk you through the ANTI-planning and business development best practices we gained through trying to merge our companies while adapting to the global pandemic which resulted in our most profitable and happy year ever.

If you want to say a big, fat "buh-bye" to the craziness of 2020 and a big hello to having 2021 be the year where your results are totally in FLOW, this video is must-watch.

You'll learn:

  • Why falling in love with your clients...
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5 Reasons Why Your Client Needs You to Charge What You're Worth

Most consultants get anxiety attacks when it comes to talking about money with potential clients. 

While it is important for you to address your own underlying issues for why it is hard for you to ask for equitable compensation for your worth, have you considered the significance to YOUR client that you do ask for your worth?

If you are a consultant, you are a change agent. Your proposal reflects so much more than simply an offer for work in exchange for fees. It is in fact the moment of truth for a client who is considering making an important change. When you stand in and ask for your worth, you are not just putting yourself in a position to make money. You are providing your client an opportunity to put their money where their mouths are for something that have deemed important.

So, let me share with you why your client NEEDS you to ask for your worth:

  1. Agreeing to work with a consultant or coach is a sign of commitment to change. When they sign on the dotted line, they are...
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5 Things to Remember When Pricing Your Consulting

2 - land clients Dec 23, 2020

If you struggle with determining how to set a price for your consulting services, don’t worry you are not alone. It’s a real challenge for those of us who get paid for our knowledge and insight to come up with the EXACT RIGHT AMOUNT TO CHARGE that both honors our expertise and is fair and reasonable to our clients.

To help you master the art and science of pricing consulting services, let me share with you 5 Guiding Principles:

    1. Pricing is not a separate activity you to do earn money for your consulting. It is an integral part of your consulting offer. You establish your brand with potential clients through your marketing messages, how you interact with them, what work you pitch for them and how you frame that work as well as what you charge AND how you charge. Therefore, your pricing strategy is an essential aspect and extension of your consulting brand.
    2. Fee ranges are project driven NOT market driven. It doesn’t matter what others out there are...
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How to Trust Your Gut and Find Your Path to Success with Kelly Collins-Lintz

 

This just in: doing what everyone expects of you is OUT, doing what what makes you happy is IN.

Kelly Collins-Lintz – actress of both film and movies, blogger, writer, momager (her kids are also in the acting biz on shows like Bosch, the Walking Dead, and Under the Dome) says “listening to your gut is the best way to create your own path to success,” and this woman knows what she is talking about!

From the time she was small, Kelly was one of those people who loved to entertain and encourage others. She got her start as a professional actress when she was working for a non-profit organization and doing a bit of commercial work along the side. After hearing that still small voice that she attributes to God, she took the leap into full-time acting and landed roles in productions like One Tree Hill, Gifted, We are the Millers and many other roles. Her children followed her into the business and have found great success in shows like the Walking Dead and Bosch.

...

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How to Maximize Your Impact by Creating an Online Course with Christy Ogilvie

 

"OMG - could anything else go wrong?" 

You know the feeling I'm talking about - the one that describes 2020 perfectly.

When consultant and trainer Christy Ogilvie's business dried up because of the pandemic, she flipped this question around and started to ask, "OMG - could I be doing anything else to make my business grow even stronger?" and got to work creating her first online course.

At first, her goal was to provide a virtual alternative to her live programs that she offered to financial services firms wanting to turn their lukewarm clients into raving fans. But once she got into the process, she discovered that she now has the pathway to grow her business way behind the Chicago area where she now lives to companies and industries all around the world!

In the face of what could have been the end of her business has created unlimited opportunities, which is energizing not just from a profit standpoint but also in terms of motivation and excitement. 

If you're in the...

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Want to Start a Consulting Business? 10 Reasons Why You Should!

This year marked my official 10 year anniversary of starting my own consulting business. It was back in 2010 when I officially launched my website and grew my consulting business from $0-$300,000 in the first 18 months.

Sounds exciting, right? I got a vision, had the courage to pursue it, and "Bam!" It was raining clients and money. That's the public story...

...Now let me tell you my REAL business launch story.

My REAL Business Launch Story

First off, I didn't leave my dream job at Disney to start my own business

I left Disney for two reasons.

One reason was because I had two small kids at home. My youngest was two about turn three and this was my last chance to be a more present mom.

The second and bigger reason was the discontent that took root in me when my Dad died of lung cancer way too young.

When he was in the end stages, I flew weekly back and forth between Orlando where I lived, and Chicago where he lived. That Tim McGraw song “Live Like You Were Dying”...

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