Why More Effort Won’t Fix an Unpredictable Consulting Pipeline
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,
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,
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
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
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
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
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
I use lots of connectors with AI (Claude mostly) and it’s totally changed how I work. But there’s something uncomfortable that I don’t hear most
Seth Godin said this many years ago and I’ve never forgotten it. One of the most reliable competitive advantages (or moat) a business can have
“I hired the best head of sales I could find. It didn’t work.” I hear some version quite often. The agency that generated unqualified leads.
Here’s my hypothesis on why good consulting work won’t always get you the next engagement. It will come down to adoption. When clients don’t adopt