consulting clients

The 3 Stages to Consulting Client Project Updates

I was speaking with a client in Australia recently who told me about one of their largest clients. While the relationship with that client was very strong, they felt that maybe they weren’t doing the best job of conveying and communicating the real value that they were providing to that client. We talked about the situation and I asked them what were they doing? What was their communication with that consulting client like? When they …

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Current Client Value vs. New Client Value

All clients are valuable. As consultants our job is to serve our clients and to provide them with value and results. It’s far easier to win more business from an existing client than it is to win a new one. We should leave them in a better place and in better condition than when we started working with them. I’ve said for many years that as consultants we’re in the marketing business, not the consulting …

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3 Ways to Disagree With Your Clients That They’ll Appreciate You For

We’d all like to be right 100% of the time and yet we know that happens about as often as it snows in Hawaii. So what should you do when your client is wrong? How do you break the news to them? Realize that most leaders aren’t surrounded by staff that ‘tell it like it is’. Instead they are often afraid to break any bad news with senior management. Focus on the positive, not on …

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What to Do When Your Clients Got You Feeling Depressed

It happened about 10 years ago or so. I was walking through Umeda Station. Western Japan’s largest railway hub with more than 2.3 Million passengers daily. It was late afternoon and my wife and I were going to enjoy a great night. During dinner and later at the club my mind kept swinging back and forth between the conversation with my wife and the issue my client was having. First a new Spanish restaurant and …

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7 Best Questions to Ask Consulting Clients

In my last video I shared 3 Questions NOT to Ask Consulting Clients. In this video I share 7 of the Best Questions to Ask Consulting Clients. Here are the 7 questions. Watch the video to find out why these questions are so powerful and how to use them: “What is your number one priority for this business unit during this fiscal year?” “What do you believe needs to be strengthened in order to support …

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5 Types of Bad Consulting Clients and What To Do About Them

We’ve all had bad consulting clients. It’s part of being in business. What’s most important is that you know how to identify the situation as quickly as possible, and resolve it. Here are 5 types of bad clients consultants encounter: 1) The Line Crosser Client: You know the one. The client that believes since they are paying you that they own all your time. They call you at all hours of the day and night …

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4 Conditions You Must Meet for Clients to Buy

How do you know if a prospective consulting client is ready to buy? Andrew Sobel, in his book Power Questions, outlines four conditions that must be met in order for someone to be ready to buy your services. The four conditions are: 1. Is there a problem or opportunity? These are the only two things that matter. Without a clear problem in mind or an opportunity to achieve a great result, a prospect will never …

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Selling Your Consulting Services: Who’s The True Buyer?

A consultant I work with just emailed me… She was all excited because she just wrapped up a meeting with a large ideal client. When your proposal is shared with people that haven’t been a part of your meetings and prior conversations things tend to go downhill. She forwarded over an email response she received from the prospect. It had a glowing review and the prospect believes this consultant would be a good fit. But …

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