April 22, 2019

Cultivate an Audience of Prospective Clients

Cultivate an Audience of Prospective Clients In a previous blog, “The Importance of your Brand”, we discussed how to cultivate an audience of prospective clients and […]
December 19, 2018
value

Value Proposition for Professional Services, Chapter 1

I am often reminded of the conversation between Alice and the Cheshire cat where he told her if you do not know where you want to […]
December 18, 2018
Consultants must specialize their services

Value Proposition, Specialize, Chapter 2

As consultants and business owners, you know that trying to be everything to everyone is a losing value proposition for yourself and your client. By concentrating […]
December 17, 2018

Assessments, a Consultants Critical Path

Assessments that evaluate or audit a client’s needs is the critical path in the journey to earn a long-term client. When asked by a prospective client […]
December 5, 2018
Strategic Partner

HR Consultants as a Strategic Partner

As consultants, if we want to position ourselves as a strategic partner for our clients, we must first convince the business owner that they have a […]
October 19, 2018
Professional Services

Performance, Control, and Lifestyle

If you want to capture the attention of a business owner, you need to deliver solutions that impact their performance, increase control, and balance their lifestyle. […]
June 4, 2018
professional services

Selling Professional Services as a Product

When a potential client approaches a professional service provider for a new project there is typically a time-consuming discovery process, multiple meetings, a proposal, and often […]
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