#14: 7 Steps to Establishing Credibility With Your Next High-Paying Client
Do you the one meeting that will literally change your client's life and define your entire client engagement and earning potential?
It's the meeting that some might call a Discovery Meeting, Free Consult or Complimentary Strategy Session. Regardless of how you refer to this discussion with a potential client who expresses interest in working with you, how you handle it determines:
- Your contract size and scope
- Your closing potential for this contract (and the next one and the one after that)
- How your client perceives you as either a strategic partner or an "order taker" or "extra pair of hands"
Why You Need to Listen To This Week's Podcast
In this podcast from my series "Consulting Matters: Mastering the Art & Science of the Business," I'll walk you through exactly what you need to do and say to set up your consulting to maximize your contribution, credibility and compensation potential.
You'll discover the four outcomes that you...
#15: 5 Ways To Pivot Your Client From Solution Wants to Business Performance Needs
When it comes to consulting, the client isn't always right.
More often the solution that they want isn't what they really need and what will create the results that truly matter the most to them.
It's not that they aren't smart or haven't thought through what will solve their challenges prior to calling a consultant like you. It's simply because they suffer from that "nose to the windowpane syndrome" meaning that they are too close to their challenges.
Which is exactly why they need you!
Why You Need to Listen to This Week's Podcast
In this podcast, I share with you five ways to pivot your client from their requested methodology and what they say that they want towards a meaningful conversation around that they need which is the bridging of their business performance gaps.
Business performance gaps reflect the distance between where your clients are today and where they want to be.
Your goal as a consultant isn't to simply fulfill their order for a...
#16: Framing and Empathy (the Little Known Way to Establishing Consulting Credibility)
In this week's podcast I want to share with you the one skill, literally the one skill that will transform your consulting practice and your positioning as a strategic business partner within the organization. This one skill - this is the one thing that you need to master to overcome resistance, establish credibility and build buy-in.
This skill isn't project management or writing a business plan. I call it "Framing and Empathy" which is another way of describing how to create a connection with your client and give him or her the gift of being heard.
Why You Need to Listen To This Week's Podcast
You don't establish credibility with listing your credentials or name-dropping past clients. Instead, you leverage framing and empathy to demonstrate to your client that you get them. You get their challenges and you get why resolving them matters. Armed with this ability you have the platform and position to influence a client to take action on...
#17: Here is a Method That Is Helping Consultants Land More High-Paying Contracts (Without Shameless Self-Promotion)
Need to earn more money from your consulting but hate sales? I have some great news! You don't have to.
You don't have to become a shameless self-promoter or get overly aggressive with your pricing in order to increase your compensation.
All you need is to learn how to become a proactive advocate - the sane and integrity-filled way of landing high-paying consulting contracts.
Why You Need to Listen to This Week's Podcast
In my latest podcast from the series "Consulting Matters: Mastering the Art & Science of the Business," I expose for you why you do and should hate sales...and I give you a better alternative.
You'll learn about how to become a proactive advocate who knows how to recommend solutions that are a client's best interest. You'll also discover why holding tight to a service mentality is just good business - for both you and your client and how this type of mentality translates into why it is in your client's best interest for you to...
#18: If You Can Follow a Recipe, You Can Deliver a Six-Figure Consulting Engagement
Congratulations! Your marketing efforts have paid off and now you have a lead. And you may be wondering, "What the heck do I do with them?"
If that is the case, you will definitely want to listen to this week's podcast from the series "Consulting Matters: Mastering the Art & Science of the Business."
When you tune in, you'll discover the 5 Steps of the Consulting Engagement Cycle.
Many consultants hold back on their marketing out of that unspoken fear of not exactly knowing what to do with a lead once they get one. The consulting engagement cycle is the answer. When you know what you'll do with a lead, it transforms your results in every way possible.
You'll:
- Land more work
- Increase your per contract fees
- Increase the number of contracts you land per client
- Create more powerful client results
- Get more referrals from your raving fans
- AND more confidently market yourself and ask for what you're worth
Where You Might Get Stuck
Now that you see...
#19: Top Solutions Every Consultant Should Know
In this week's podcast from my series "Consulting Matters: Mastering the Art & Science of the Business," I am going to take you on a virtual "Solution Safari" to give you the big picture of all the ways you can offer and deliver dramatic value to your clients.
When you listen in, you'll be able to make sense of all of the consulting services you can offer and when to use them. You'll know what situations call for strategy, organization redesign, leadership development, training, coaching and so much more.
Why struggle with cracking the code on how to make great money as a consultant? With clarity and insight into the variety of ways you can create results, you can effortless land additional work because you'll know how to offer greater client value that naturally warrants higher fees.
Where You Might Get Stuck
Now that you have insight that there are more solutions you can be offering your client, you may not know...
#20: How Good Companies Grow into World-Class Market Leaders
There is no such thing as organizational change. As consultants, we should NEVER put our clients in the position to become something that they are not.
That said - organizations and leaders go through different stages of growth. In order to grow they must evolve and adapt their operating and leadership practices to match where they are at in their organizational life cycle.
Why You Need to Listen In
If you have any aspirations to empower organizations to go from good to great or great to even greater, you must listen in to this week's podcast from my series "Consulting Matters: Mastering the Art & Science of the Business" so you can get the big picture of that transformational journey entails. In this podcast you'll learn:
- The four stages of growth a company goes through
- The predictable issues and challenges that come with each stage and what is required to move to the next phase
- Five key principles that you have to keep in mind if you are...
#21: The Number One Way to Accelerate Culture Change
Organizational culture is "simply the way things get done around here." It is made up of the values that the majority of people in the organization hold, particularly those on the senior team, that filter how they take in information and make decisions.
To be clear, you cannot discern what a company's culture is all about by seeing value statements on the website or on the break room wall. Those might be aspirations. True culture is revealed when decisions are being made around what initiatives get funding, who is promoted and what success stories are told.
It is for this reason, culture change is the number one consulting challenge you'll ever face.
Why You Need to Listen In
In this week's podcast from my series "Consulting Matters: Mastering the Art & Science of the Business" I not only share why culture change is so difficult but also the number one way that you can quickly accelerate culture change (and this solution has nothing to do with...
#22: What All Consultants Ought to Know About Strategy Development
Talk to two consultants and you're likely to get three definitions for strategy. Some define strategy as branding while others think of strategy as goal setting and action planning. And they are both right!
Strategy at the end of the day is a series of tradeoffs and decisions. In order words, strategy is not found on the break room walls or in a dusty binder on the bookshelf. Strategy is ultimately contained in the decisions that everyone in the organization makes.
What you client needs in order to align the team around common decision-making filters depends on where the organization is at its lifecycle. A start up of a handful of people needs something very different than a large organization with thousands of employees and multiple locations.
Why You Need to Listen In
In this week's podcast from my series "Consulting Matters: Mastering the Art & Science of the Business" I share with you how to customize a strategy solution that matches...
#23: 5 Cutting Edge Organizational Structures Your Growth-Oriented Clients Need
One of the most powerful tools that a leader has to drive performance improvement is their organization design. However, many leaders and their consultants are simply unaware or unequipped to know how use this tool.
In this week's podcast from my series "Consulting Matters: Mastering the Art & Science of the Business," I share with you how to ensure that your ambitious clients can consistently optimize their internal effectiveness and efficiency as they grow and mature.
You'll also discover five cutting edge organizational structures that every company should consider as they pursue market leadership.
Organization design is one of the most strategic and high-value consulting solutions you can offer. If you can include it among your services, you have an ability to quickly optimize your credibility and earning power with high-paying corporate clients.
Where You Might Get Stuck
Organization design commands high fees because...
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