The Strategy Was Clear. The Market Signals Were Clearer.
Christopher Columbus set out for India. He landed in the West Indies.He was looking for something else entirely. When I started my strategic planning firm,
Christopher Columbus set out for India. He landed in the West Indies.He was looking for something else entirely. When I started my strategic planning firm,
We closed a big consulting deal in two weeks. But the typical sales cycle was 6 months. Here’s what happened. The company had the same
If you spent the weekend ‘building’ with AI, read this. You still have a pipeline problem. You still have a prospecting problem. AI did not
Last week I built a pipeline diagnostic. People used it. Then they told me what was wrong with it. Ten questions, designed to identify the
How do you sell based on outcomes when the proof takes long to arrive, but your engagement is only for 6 to 9 months? That’s
Seven years inside a Big 4 firm. €1M consulting practice in 24 months. Stepan didn’t wait until he resigned to build his pipeline. He built
On Monday I said the pipeline problem is almost always upstream from outreach tactics. Here’s why consultants rarely find it. When you’re deep in delivery,
A seven-fig consulting client told me last month he’s doubling down on a market that’s shrunk 25% in addressable size in recent years. I asked
Almost every consultant I’ve worked with comes to me with the same opening line. “I need more clients.” So we start digging in. What’s the
Canada has slipped into a technical recession. The “R” word is back. If you’ve followed my content for a while, you’ll know I don’t believe