In this recession, we’re all having to work harder than ever before to win customers. I think the most frustrating element isn’t getting a rejection, but endless delays and procrastination from the customer. Of course, it’s understandable – budgets are tight and there are just so many more stakeholders involved in any purchasing decision. But ...…
Oh boy! this is a difficult situation – what consulting rates? You have got an interested client, you know the business is yours, but how much do you charge? Too much and they walk away and too little and you’re leaving money behind on the table! Really, you shouldn’t be in this situation, it demonstrates ...…
If you’re here thinking “I’d like to be a Consultant”, you’ve probably done things already in the workplace that attracts you. So for instance, you may have conducted some internal consulting assignments in the company that you work for or perhaps you like solving problems. If so, then maybe a freelance consulting careerbeckons. However, before ...…
Where do you begin with the writing? Well, you have already collected information from the client against the headings Situation, Problems, Activities, Metrics and Solutions. Now string it together from the client’s perspective into a story that builds rapport. Preferably, copy their language style that you captured at your meeting. It could go something like ...…
You’ve just heard those magic words from the client: “That’s great; please can you now put that in a proposal”. If you have the choice, submit the proposal as a personal letter not a report. It doesn’t matter if the letter gets very long. I’ve submitted some proposal letters that are greater than 15 pages. ...…
Your at your first client meeting and hopefully you’ve used my SPAMS methodology for exploring their situation. Next you want to agree their timescales, budgets and your involvement. This is really important; do not leave the meeting without this understanding. First off, what are their timescales, when will something nasty happen to them if they ...…
Congratulations, you've got an appointment with a powerful decision maker who has the authority to contract your services. You're probably wondering if you now need to start selling? - Well the short answer is a definite - NO!…
Much better than cold calling, is to position your consulting practice in a way that has clients coming to you.…
If you need to get clients fast, then there is no quicker way than working your network of contacts. …
Welcome To ConsultingIncome.com
Raglan Tribe,
Managing Director, Mindsheet Limited