How to Sell Outcomes When the Proof Takes Longer Than the Engagement
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
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
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
Ask a consulting founder about the potential of their current offering.They’ll say “huge.” “Massive opportunity.” “We’ve barely scratched the surface.” Then ask them to design
Nobody in consulting talks about service delivery formats much. That’s a mistake. Here’s why. Most consultants default to a handful of delivery formats – shaped
A few months ago, I met an executive who hires consultants, and here is what he said to me. “I meet a lot of consultants…
⭐ Reminder for Consulting Founders as you plan for 2026. This may not apply to everyone, but it’s worth considering: 🌟 Build a Vertical Market
It doesn’t happen overnight. This is exactly how consulting firms stall. The pipeline gets a little quieter. A few deals take longer to close. You
Why do some consultants struggle to land (and keep) high-value clients? Because they sell services instead of outcomes. Clients don’t pay top dollar for a
Tariffs looming. Geopolitical tensions rising. Budgets tightening. If you’re selling consulting services in April 2025, you’re facing a market in survival mode. When markets are
Consultants, are you giving away solutions in your discovery calls? 🛑 Here’s why that’s hurting you and what you should do instead. As consultants, we