sales

One of the many challenges consultants face is staying energized and engaged in our work. It’s clear when we have great work and great clients, it drives us to do more and we perform at our best.

In my discussions with other consultants, we all have (or had at one time) clients who don’t pay on time, make constant demands or frequent changes to the scope of the project. We put up with them and tolerate them to keep their business, but they actually do more harm than good. Believe it or not, there is such a thing as bad business.Read More >

It’s amazing that the simplest things make a difference in gaining or keeping a client.  In our personal and professional lives, it’s far too easy to forget to show our appreciation and gratitude for the work we have and the opportunities before us.  The simple act of sending a “Thank You” message can set you apart from those who take the work and people they’ve built relationships with for granted.Read More >

Yesterday I had the pleasure of attending a workshop hosted by Becky McKinstry of Open Lines called A New Outlook. The workshop was designed for small business owners to gain a new perspective on how they conduct sales in their organization. One of the things I learned from the workshop was how we as business owners spend our time.

In business, you can usually break your activities down into two groups. Read More >

For quite some time I’ve noticed the word consultant used rather loosely to define a person working independently. He or she has their own business with proprietary goods and services, however they may be affiliated with a known product or service they are offering. Some may attach themselves to a brand to help increase their visibility.  While there is nothing wrong with that, I’m sure my commentary may rub some people the wrong way as I believe if you sell something like candles or cell phones in the Business to Consumer space (B2C), you are not really a consultant.Read More >