Author: Michael Zipursky

5 Reasons High Consulting Fees Don’t Lose Business

If you’ve ever entered into a conversation with your ideal buyer only to have your proposal declined because your fees were too high, I feel for you. Unfortunately, it’s not your buyers problem, it’s yours. There are many other reasons your proposal may be declined and the buyer will tell you your fees are too high. If you’ve followed the right steps your proposal shouldn’t be a surprise to your buyer, it should be a …

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4 Steps to Get More Consulting Clients

Getting more clients doesn’t have to be hard. It takes persistence and some work, but if you’re serious about growing your business that shouldn’t be a problem. You must be able to get their attention and then get them interested and engaged so you can have a conversation with them. Here’s what you need to do… Identify who your ideal clients are – the ones that you’ll enjoy working with the most, the most profitable …

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Taking Time Off Is a Business Priority

The idea that the more you work the more successful you’ll be is absurd. It’s like the person that earns $250,000 a year and has no savings or investments. Ridiculous at best. Working flat out and delaying holidays and breaks doesn’t help your business, it hurts it. Some of the most successful consultants I’ve worked with take off at least 12 weeks for holidays each year. You don’t have to match that. Just get started… …

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How to Get Paid on Time

The graveyard is filled with businesses that had cash flow problems. If you’d like to avoid ending up with the same fate, make sure you’re not committing this classic consulting sin. The reason most consultants don’t do this is because they are too scared to ask their clients. Consultants ask me all the time, “my client was supposed to pay me a week ago, and they haven’t what should I do?” That “one week” becomes …

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Do Consultants Really Need to Specialize?

This is a conversation I have with consultants I coach all the time. It’s a topic I’ve written and talked about on several occasions. Positioning yourself as a specialist doesn’t put you in a corner. That’s a concern I hear all the time and it’s off the mark. And it’s one of the biggest areas of misunderstanding for consultants. The question I get is “do I need to specialize?” My answer is YES, however, there’s …

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