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#28: The Disney Secrets to Exceptional Employee Engagement

podcasts Aug 06, 2018

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Employee engagement is not some sexier new term for employee satisfaction. It's actually a total shift the pursuit of employee happiness towards employee motivation.

Employee engagement is all about to what degree employees are rationally and emotionally committed to the organization that they work for which translates to two key outcomes:

1. To what degree employees go above and beyond for customers and teammates?

2. To what degrees employees want to stay working for the company?

Why You Need to Listen In

In this week's podcast, I share with you what I learned about creating engaged employees from my time as an internal consultant at Walt Disney World. The principles you will learn about are transferable and scalable to companies of all sizes and industries.

The information is essential for consultants (new and seasoned) because at some point you're going to be ask to offer a training program of some kind as a magic silver bullet to solve some...

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#26: Cultivating Integrity at Work

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In today's podcast, I am going to reveal the one thing that every organization needs to ensure its long-term success and forever sidestep organizational decline. This one thing isn't cash flow or even a breakthrough product line. It's integrity.

Integrity at work goes beyond truth in pricing and ethical financial reporting - but it starts there.

If you think companies need to do better than just hit short-term profit goals, you need to listen in to this week's podcast which will provide two things for you:

1. Validation that your values around honesty, respect and appreciation for everyone's contribution are shared.

2. Expanded perception around all the facets of integrity and what it means to create a sustainably healthy organization.

At the end of the day, a consultant is so much more than someone who provides services to an organization without being a full-time employee or even a strategic advisor. A consultant is someone who speaks truth to power...

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#13 3 Steps to Landing High-Paying Contracts

2 - land clients podcasts Aug 06, 2018

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If you want to land contracts but hate sales and the idea of asking for higher fees makes you queasy - I got great news for you. You don't have to.

In my podcast from my series Consulting Matters: Mastering the Art & Science of the Business I am going to introduce in a better way to land contract which is through establishing a strategic partnership with a future client. 

When you listen in - you'll discover the three steps to take in order to position yourself as a peer and your consulting against the most significant business issues your future client is dealing with.

You'll discover that you can win both business AND trust and that is possible to make great money WHILE making a difference.

 
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The #1 Thing Your Client Doesn't Get About Employee Engagement

One of the best things about mentoring other consultants is the opportunity it gives me to reflect on what I do as a consultant and why.

This week our group was exploring the topic of gaining and retaining leadership buy-in and it caused me to stop and really think why this matters so much and it all boils down to this - 

The one thing that we all really want from others in order to trust them is confidence that when they make decisions they take into account what's in our best interest.

When I train consultants on the importance of doing an assessment and taking the time to deeply listen to stakeholders (whether they are executives, managers, employees or customers) it's not just about a consulting approach that generates revenue for them. It's about being a a conduit to help those people in the organization be heard and have a voice on issues that effect them. 

What most leaders (and even consultants) don't get about creating employee engagement is that it's not...

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How to Design the Ideal (and Most Profitable) Consulting Business

If you’re a high-achiever SURELY, you’ve considered starting your own consulting business by now (if you haven’t already.) There is no shortage of advice and mentors that can help you learn how to market and sell yourself. But the reality is…

…Growing a consulting business is unlike any other business!

To achieve sustainable success, you have to think broader than just finding clients.

You needs to implement a system that will can empower you to predictably and consistently:

  • Attract and connect with your exact perfect client who has needs and challenges you are passionate about solving
  • Establish a relationship with those future clients and demonstrate your credibility that can and will provide relevant and meaningful solutions
  • Convert those leads not just into buyers but long-term strategic partners that will position you to do your best work

Positive self-talk or shameless self-promotion won't transform your mindset and your fears about...

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3 Steps to Landing High-Paying Contracts

2 - land clients videos Mar 29, 2018
 

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I want you to land your next (or first!) six-figure contract with confidence.

Are you optimizing your earning power? Are you getting paid what you're worth?

In this video from my eCourse "Contacts to Contacts: How to Land Clients & Establish Long-Term Winning Partnerships" I let you in my insider secrets to transforming a small request for a tactic such as a training or short-term coaching assignment into a larger and long-term consulting engagement.

I am passionate about about this topic because how you well you handle contracting conversations defines your consulting potential in terms of:

  • Your earning potential
  • Your labor intensity
  • Your client positioning and credibility

My partnership set up approach to landing clients has been the key to my success. Within 18 months of leaping from my high-profile role at Walt Disney World into full-time consulting business ownership, I grew my revenue from $0 - $300,000. I didn't achieve...

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Cultivating a Mindset of Imperfection Action: Interview with Consulting Success Founder Michael Zipursky

4 - mindset mastery Mar 27, 2018
 
Interview Transcript:

Betsy Jordyn:     Well hello there everybody it's Betsy Jordyn of the Consultants Institute, and I am so excited to finally be interviewing Michael Zipursky of Consulting Success.  So Michael and I met how many years ago was it, Michael?   

M. Zipursky:      Oh, wow. 

Betsy Jordyn:     About three years?  Four years ago?  

M. Zipursky:      It's been awhile. Is it?  Time flies.

Betsy Jordyn:     So he was so gracious to interview me for his podcast series, and I've been waiting for an opportunity to return the favor, and this is my opportunity.  So without further ado let's just jump in.  So tell me a little bit about you.  So you have your own business consulting success.  So tell me about this business.

M. Zipursky:      Yeah, ConsultingSuccess.com is where we work...

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7 Steps to Establishing Credibility with Your Next High Paying Client

2 - land clients Feb 20, 2018

Hooray your marketing efforts have paid off! You have a meeting scheduled with someone who has expressed interest in doing work with you. In this article, I want to share you with practical tips on how to leverage this meeting towards establishing your credibility with your future client while positioning yourself to maximize your contribution AND compensation.

This meeting is far more than a discovery or contracting meeting. It is an opportunity to literally change your client's life. Through the questions you ask and how you help your client go beneath their wants to their greatest needs, you are providing dramatic value. Because your client has a thousand things in their thoughts, their minds, their heart, and what you're going to do is help them get clear; get clear on the issues that are bothering them that they intuitively, instinctively, absolutely want to take action on. 

I call this meeting Directional Agreement because this is where you and...

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How To Position Yourself as a Peer (and Stay Out of the Dreaded "Pair-Of-Hands" Trap)

 

Forging a strong client relationship is not a matter of chance. It is the result of choice and whether or not the consultant has taken charge of the positioning process. Unlike other roles in an organization, consultants hold no formal position on the organization chart. It is up to the consultant to carve out the position. If consultants do not take charge of the positioning process, it will be done for them by their clients which may cause them to fall into one of two traps.

The first trap is what I would call the Surrogate Leadership Trap. Consulting is not the same as leading, which can be seen in the visual above.

Many consultants by virtue of their natural leadership abilities or past executive experience are invited to play a role that involves more than simply giving expert advice or recommendations but rather step into the role that the client is supposed to be playing. And if the consultant has been a leader in the past, this is a huge temptation.

Trying to lead...

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5 Effective Content Marketing Tips for Consultants

 

Content marketing is not some marketing fad. 

It’s simply the smartest way of finding and connecting with your ideal client, establishing your credibility, increasing your number of discovery meetings and close rates as well as giving you the platform to increasing your fees.

Content marketing is essential for consultants because we are in the knowledge business. We don't sell a tangible product or service. Our value add contribution lies in our heads and hearts and content is the best way to manifest this expertise in a way that connects with our future strategic partners.

If you're not implementing a content marketing strategy, you are leaving money (and credibility) on the table. 

If content doesn't come easily to you or you're not sure how to get started, let me give you a few pointers.

First, be clear on who your ideal client is and what is their pain points. It all starts here. If you are unsure who you want to serve, your marketing messages and...

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