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
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
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
Three consulting founders. Three different hires. Same outcome.Fractional head of sales. Lead gen agency. Strategic partnership.Six months in: no pipeline movement. The conclusion everyone of
The most dangerous BD activities are the ones that feel productive. Most consultants I know are not avoiding business development. They are doing it every
❌ 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
A consulting firm owner came to me recently. New direction, no pipeline. He thought he needed a better channel strategy. More outreach. New platforms. Better
The two consulting founders I keep seeing both have strong expertise, good networks, and early referral momentum. One of them quietly stalls. The other doesn’t.
Stop Chasing Leads – Do This Instead Your next client might already be on your roster. Most consultants overlook the easiest growth lever in their
Had a really interesting conversation with a client this week about hourly pricing vs. value-based pricing. Here’s how we broke it down. When most consultants