How to Find the One Constraint Holding Your Pipeline Back
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
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
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,
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
Relying on your discovery call notes for buyer insights is a mistake most consultants don’t know they’re making. A consultant doing mid-six figures came to
❌ When consulting revenue dips, should you pivot? The best consultants I know do the opposite. When consultants see a dip in revenue, the knee-jerk
Stop Chasing Leads – Do This Instead Your next client might already be on your roster. Most consultants overlook the easiest growth lever in their
An HBR study that’s more relevant today than when it was published caught my attention recently. In 2023, researchers Matt Dixon and Ted McKenna surveyed
Beware the cold outreach playbook. It was built for SaaS. Not consulting. In SaaS, volume covers for trust. You can cold email 10,000 people, convert
I drove to the same university six times in six months. Till I realized they were never going to hire me. They had a real