The Big Shift in B2B Buying
Something big is shifting in B2B buying – and most people have not caught up yet. Over the past two years, McKinsey’s latest B2B Pulse
Something big is shifting in B2B buying – and most people have not caught up yet. Over the past two years, McKinsey’s latest B2B Pulse
Why does selling consulting feel harder than ever for boutiques and independents? Here’s what I’m seeing in the market today. Selling consulting has never been
Over time I have noticed two mindsets among consulting founders. “Project Leaders” focus on delivering client work and look for a quick exit from sales.
Refusing to own the entire sales process because you are a “trusted advisor” is how consulting firms quietly bleed out. I like the term “trusted
There are two types of consultants. Implementors and Transformation Partners. Here’s the difference: Implementers go from project to project. They execute tasks that others have
If you’re pitching a prospect for a consulting deal, which model do you think appeals more to buyers? 👉 Model 1: Traditional time-based consulting –
A session with Mark Stiving, Ph.D. was packed with insight. We dug deep into what value actually means in consulting – and how to price
Here’s a question I’ve been exploring: can a 2-person consulting team compete with a top 50 firm? At first glance, the answer’s obvious: No. –
Want better leads for your consulting business? Start by spotting the right triggers. 👇 Not all triggers are created equal. If you’re a business consultant,
When you do the math, subcontracting and direct sales cost your consulting business about the same – but there’s one other key difference. I did