The Most Expensive Mistake in Consulting Sales Isn’t Losing the Deal
Something occurred to me recently during a client session about what might be the most expensive mistake in consulting sales. And it’s not losing a
Something occurred to me recently during a client session about what might be the most expensive mistake in consulting sales. And it’s not losing a
What got your consulting firm to $1M may not get it to $5M or $10M. When you’re building a consulting firm, much of the growth
Consulting founders don’t avoid sales because they’re too busy. The real reason is… …they avoid it because they don’t want to feel rejected. They’ll build
Here’s how I use Claude to keep track of market information so I never have a problem finding better clients and creating offers that work.
Every September, consulting founders get excited because budgets are decided. But a decided budget is not a deadline. I’m writing this before the September rush,
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
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