Running a Consulting Business

Small Consulting Projects and Clients: Are They Really Worthwhile?

Video Blog Summary: The question today is should you ever take on a small project? Does it make sense? Is it worthwhile? Is it a good strategy? Well, let’s explore this together. In the vast majority of cases, I would suggest against taking on smaller projects. Why? Because when you work on larger projects you have the ability to create greater value for your clients. Create Greater Value And as you’re creating greater value and working …

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9 Ways to Get More Consulting Clients

So you want to get more consulting clients? Okay, let’s explore that together. But before we do it’s important that we get clear on WHO your ideal consulting clients are. To get more clients you want to get your message in front of them. Because if you don’t know WHO they are how can you market to them? Makes sense, right? Who Is Your Ideal Consulting Client So who is your ideal client? What type …

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When a Buyer Asks “What Is Your Fee?”

Consultants have a belief that they ALWAYS the answer they believe the buyer wants to hear. When a buyer asks “What is your fee?” early on in a conversation the consultant feels compelled to give a response. If you respond right away and say “$7500” you’re playing the buyer’s game and you’ve lost control. There is no rule or law that states that you have to answer a question with what you believe the buyer …

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How Much Is THIS Costing You In Your Business and Life?

Few take the time to see this but there is a cost to not taking action. We tend to look at what we don’t have and THINK about how wonderful it will be to have it. Those thoughts are like dreams. Excitement boils up as we ponder them. But dreams by themselves don’t get us the result we seek. Action does! And delaying taking the action you KNOW you should take and staying where YOU …

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How to Turn a Short-Term Project Into a Long-Term Profitable Client Engagement: Case Study with Barb Langlois

Barb Langlois, a registered nurse by education, helps emerging leaders and mid-level leaders in healthcare organizations improve their communication and conflict skills. She also helps with team building so these leaders can engage with their teams better—and then their teams can produce positive results for patients and clients. This was a real eye opener for Barb. She knew that she had to learn how to get clients, as it’s these clients that would help validate …

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How to Handle a Common Buyer Objection: Your Fees Are Too High!

Have you ever had a buyer tell you that “your fees are too high?” Or that they can’t “afford your fees?” If you’ve never heard those words before you’re likely not charging enough. Consultants often make a mistake in believing that these objections are about price. They’re not. Buyers don’t make decisions solely based on price. In fact, if a buyer’s final decision is coming down to price it’s BECAUSE they are focusing on PRICE …

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The ONLY 3 Activities Consultants Should Focus On

There are three things and really only three that you should be spending your time on each day. You may find that extremely exciting. No longer do you have to try and tackle a long and growing to-do list. Proactively follow up with leads, set meetings and calls. Enter meaningful sales conversations. Done right this focus will grow your revenues like no other activity. Or you may find that idea scary because it requires you to …

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Why I Invested $10K When I Could Have Got It Free

I recently decided to make another investment in hiring a coach. I’ve worked with coaches for years and credit their place in my life and my own commitment to the success of my company and that which I’ve personally enjoyed. But this time things were different. Let me give you some background… So even though I could have possibly seen some results trying to do things myself – I knew from experience – that being …

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