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How to Add Value to Your Service

How to Add Value to Your Service

In the "5 Ways to Make More Money," I covered a few ways consultants can make more money. I ended by saying you have to create more value. So how do we do that? ​​​Well... consider this: I'm currently investing in a software project. This project has the...

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Top Ten Best Ways to Fund for Your Practice

Top Ten Best Ways to Fund for Your Practice

Top Ten Best Ways to Get Funding for Your Consulting Practice The question I’m asked most often is, “How do I get funding for my consulting practice?” Good question. Underlying this appeal for guidance is a genuine recognition of risk—as in, “I can’t risk my savings,...

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How Introverts Can Talk to Strangers

How Introverts Can Talk to Strangers

By Katy Carpenter and Michael Walker When attempting to attract someone’s attention, what do you do? Make eye contact, smile a little and then look away? Or do you hold the eye contact and add a gesture with a ‘come here’ motion?  To attract clients, some of the same...

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Use Two Great Methods to Qualify Proposals

Use Two Great Methods to Qualify Proposals

Do you want to win at proposals? Imagine this scene: You meet a prospective client at a conference. She tells you that the reason she’s there is that she’s struggling to meet new quality targets demanded by her customers. You ask a few questions to get at the heart of...

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Losing Your Job – How Will You React?

Losing Your Job – How Will You React?

A guest blog post by Lara Brockie of  Lara Brockie Consulting Ltd. In June this year, Boeing announced plans to transfer a large part of their shared services group from Puget Sound in Washington State to Mesa, Arizona, affecting hundreds of jobs. This initiative is...

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How Consultants Call on Business Buyers

How Consultants Call on Business Buyers

Last time I discussed the four types of business buyers. One astute reader replied back to me that it is one thing to know who these people/roles are, but another to know how to sell to them. Well… I purposely didn’t write anything on that topic because it’s in my...

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Identifying Your Business Buyers

Identifying Your Business Buyers

If you’ve been in a sales role, you’ve dealt with this before. If you haven’t been in a sales role, and are starting up your consultancy, you will soon be in a position where you must identify the business buyers for your services. I was working with a large health...

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