Imagine this scene. There is an operating room with patient prepped for surgery and lying on the table. The anesthesia has taken effect and the surgeons and the rest of the medical team are positioned for the big event. The surgeon utters the words which we all know from medical TV dramas signals it is time for action, “Scalpel…”
But what if this scene were instead a first office visit and the surgeon decided after hearing a few complaints that surgery was the answer and started cutting right then and there? The scalpel, instead of being viewed as a revered tool of healing, now becomes more like a knife in the hands of someone who could easily be categorized as a criminal, because a competent surgeon would never cut into a patient without a full-scale diagnosis. First, blood would be drawn and CT scans and MRI’s would be ordered.
The fact is that organization redesign is like surgery on an organization. You as a leader are the surgeon and your organization...
Several years ago I wrote an article on “The Ultimate Guide to Organization Redesign.” This article gave the big picture of what it takes to lead your clients through this strategic and high-value consulting solution. The first step in any organization design project is the current state review. Here are the top 10 strategic questions you need to get answers to by virtue of your current state review:
1. Who are our customers? What do we provide to them?
2. What is the value proposition or brand promise? In other words, what outcome or benefit to they receive as a result of their relationship with us?
3. What is the source of our competitive advantage? Do we compete based on having the best product, the best price or the best total customer experience?
4. In what ways has our strategy changed? Are we pursuing new markets or customer bases? Developing new products lines or service types for existing customers? Transforming the way we deliver our products/services?
Whether you are new to consulting or have been consulting for a while SURELY you have considered the possibility of landing work with the larger companies.
Perhaps this question has been top of mind for a while. You've probably wondered:
"How would I meet those larger companies?"
"Can I speak their language? Can I get them to trust me?
"What would I offer them? Do I have what they are looking for?"
But you didn't know where to search for the answers....so you invest more money in your marketing, consider getting a new certification and continue working with small clients...
But there is a better way.
I'm excited to announce my brand-new podcast channel that I am calling Consulting Matters: Mastering the Art and Science of the Business.
The truth is - in order to do good as a consultant, you have to be good, maybe even the best.
With this series, I am going to unveil for you the secrets behind how organizations function and create...
It was the scariest moment of my life.
I was leading one of the most strategic and high-profile projects the Disney operations executives had ever collectively embarked on and I knew it was time for me to quit. This big decision wasn't about Disney - as the company and its executives were (and still are) the best of the best.
My massive career transition was about so much more. For sure those 70-hour workweeks were getting to me. I felt like my two small children that were growing up without me.
But the real motivation was this internal discontent that started to take root in me two years prior. My Dad's death from lung cancer was a wakeup call to reconsider my life priorities.
So I leapt from the corporate ladder for the adventure of finding my highest potential and started my own consulting business.
Like all new entrepreneurs, I was full of money fears. I wondered IF I was going to replace my salary with consulting revenue and how QUICKLY...
If you are like me, you're a consultant because you want to change the world.
You want to help leaders and companies create healthy work environments filled with engaged employees and customers.
But you leapt from the corporate ladder (or are thinking about it) because you also want to create greater success...on your own terms.
The question that keeps you up at night is HOW.
Smart and values-driven consultants like you don't have one minute to waste questioning what it takes to accelerate your consulting success. You need to convert the energy you spend second-guessing what to do next into positive action because your future clients need you. There are people who not only want what you...
When you are trying to figure out how to price your consulting, you’re really asking three related but very different questions.
Sure you want to know about the nuts and bolts about pricing.
You also want some insight into how to increase your fees and make more money consulting.
But ultimately, you want to know the answer to one key question: Am I getting paid what I am worth?
There are several reasons why you need REAL answers to these essential pricing questions. When you know how to price your consulting and can truly own the value that you create, you will be able to:
So, in this article, I am giving you my 5 Steps to the Getting the Price Right. But before I jump into...
"But what a fool believes he sees
No wise man has the power to reason away" (Kenny Loggins/Michael McDonald)
Not everyone you consult to is the same and therefore you cannot use the same strategies to support their resistance to change.
According to author, psychologist and business advisor, Henry Cloud there really are three kinds of people: wise, foolish and evil. While we all have these characteristics and behaviors at times, our consistent behavior choices make one of these categories more predominant.
Understanding these categories is essential for our consulting success because if we going to stay effective, healthy and sane, we have to accept this reality. And not only that, we have to learn to customize our consulting in order to match the type of character our client's authentically possesses.
The easiest way to discern what type of character your client possesses is to watch to what they do when they are presented with difficult feedback or...
Here's the thing: If you are a consultant (internal or external) at some point you'll be asked to design and deliver a training experience.
It's not that there's anything wrong with training because sometimes lack of knowledge and skills is the root cause to performance challenges. And when it is...you can truly add client value and deliver a powerful ROI.
But if lack of knowledge and skills is not the culprit behind performance challenges, you may be paid well BUT I hate to break it to you (and your client) that what you offer won't create any lasting value for your client...or for your business.
The impact for your client is hopefully obvious. They spend money on a solution that will not likely resolve their challenges.
However, there is a massive impact to you and your business that you may not be aware of. If you say "yes" to a training request without trying to help you client identify their REAL performance gaps and the pinpoint the REAL causes to...
Betsy Jordyn: Hey there everyone, this is Betsy Jordyn and I’m super excited to have my colleague, my long-term colleague and friend, Bill Johnson here. BC Johnson. To share more about his experience. He’s the most recent graduate of the Consultant’s Institute and he has just launched his consulting business. Thank you, Bill, so much, for being with me today and sharing your experience.
BC Johnson: Thanks Betsy, pleasure to be here.
Betsy Jordyn: So, let’s first talk a little bit about this great new business that you’re launching. Tell me a little bit more about the consulting business that you are putting out there and what you want to do.
BC Johnson: Well, it’s interesting that you kind of asked that question because as I—I’ll give you a little backdrop about me. One of the things I’ve always...
Working for yourself is scary. Anyone who tells you otherwise is lying!
The only way to conquer the normal fears that come along with entrepreneurship is to understand them and face them head on. You don't overcome them, you befriend them.
There are five fears that you can expect:
Swapping out a steady paycheck for the variable income that comes with working for yourself is the most common fear. Fears including making as much as you do now and questions about where the next “paycheck” will come from.
It may come to your awareness directly, but it will also manifest itself by:
• Reactive actions to “just go, go, go.”
• Not properly investing in your business with the right partners (seeking the cheapest options vs. the best value.)
• Taking any work – even work that you don’t do well, doesn’t pay well or with clients you don’t particularly care for.
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