The Million Dollar Consulting® Mindset for Consultants

We often talk of “thinking big” without bothering to determine what that entails. Herein, some suggestions:

1. Keep asking “Why?” to find the buyer’s larger objectives. “We need a developmental program (Why?) because our sales need improvement (Why?) because we want to become the industry leader.” The last goal has far more value than the first.

2. Stop asking permission, except rhetorically (“May I suggest a bolder approach?”). Peers don’t ask permission, they make suggestions.

3. Don’t ever assume money is an issue. There is always money. The only question is whether you constitute enough of a priority for the buyer to give it to you.

4. You can always make another dollar, but you can’t make another minute. Focus on the next date, time, and accountability. Never accept, “We’ll get back to you” or “Let’s talk again in the spring.”

5. If you don’t blow your own horn there is no music. If you can’t be passionate and dedicated about the value you’re bringing, then why should the buyer? If you can’t honestly tell me you’re the best person for the job, then why should I think you are?

6. Remember that your project is current business but referrals are your future business, and they are equally important. Every client has this duality of value for you. Plumb both.

7. The natural progression is a project or a series of projects leading to retainers so that access to your “smarts” is always available. Don’t read too much about how to “disengage.” Read about how to perpetuate client relationships.

8. Learn to reject acceptance. You do not want to waste your time in human resources, learning and development, training, or other support positions, except as a route to the real buyer. No matter how much they embrace you, run for the “up” stairway.

9. Think of yourself as someone who improves the client condition, and can do so by consulting, coaching, training, facilitating, writing, speaking, and so on. If you see yourself merely as a methodology conduit (“I’m a teambuilding retreat facilitator”) you might as well lower your future expectations right now.

You can subscribe for free to my monthly electronic newsletter, The Million Dollar Consulting® Mindset, at http://summitconsulting.com/million-dollar-consulting-mindset/. You’ll have access to the archives as well as all new editions.

© Alan Weiss 2011. All rights reserved.

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3 Responses to The Million Dollar Consulting® Mindset for Consultants

  1. Perfect timing for me, Alan – thank you!

  2. Carl SLicer says:

    Hi Alan, Your articles are always a learning tool for me.

    Straight to the point. Make the claim & then provide evidence why the claim works.

    Thank you for creating Value around every article.

    Carl Slicer, owner, Vernon, Conn.

  3. Lew Sauder says:

    Great advice Alan. It is much more expensive to obtain a new consulting client than to keep an existing one. While on a client site, the consultant should strive to be the client’s valued partner to continue providing them value and to keep an annuity client.
    Lew Sauder, Author, Consulting 101: 101 Tips For Success in Consulting (www.Consulting101Book.com)

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