Outdoor advertising for you, everybody and me

outdoor advertising“Outdoor” is one of the few analog advertisement channels that have survived the digital tsunami.

Traditional analog advertising has lost terrain simply because consumers and businesses spend less and less time reading newspapers and magazines and watching broadcast television. When readers and viewers walk away so does the advertisement spending. It simply goes where the readers and viewers go and currently that is to the online media. Continue reading

Posted in Sales, Technology | Tagged , | Leave a comment

A letter from Amazon.com

AmazonI received a letter from Amazon.com today.

As an author myself I agree 100% with Amazon.com. 

Here is the letter: Continue reading

Posted in Technology | Tagged , | Leave a comment

YouTube – the death of the “keynote speaker” business model?

YouTubeYouTube, Vimeo and other online video services are very powerful communication channels. What could be a better promotional platform for the professional keynote speaker than to post her past performances as videos on the web?

However, who wants to invite and pay a keynote speaker to repeat what she has already told the rest of the world for free on YouTube or Vimeo? Continue reading

Posted in Sales, Strategy, Technology | Tagged , , , , , , , | Leave a comment

I’m Sorry I Broke Your Company – Another Problem with Management Consulting

Karen Phelan BookKaren Phelan’s new book: “I’m Sorry I Broke Your Company – When Management Consultants are the Problem. Not the Solution,” is a must read for all management consultants and for all companies that engage management consultants.

Continue reading

Posted in Sales, Strategy, Technology | Tagged , , , , , , , | Leave a comment

Management Consulting Essentials: SPIN Selling

Spin SellingIf there is one sales approach that an independent management consultant should master, my recommendation is SPIN Selling. SPIN Selling is the brainchild of Neil Rackham who wrote a book of the same name in 1988.

SPIN was the first approach to try and kill the perception that selling was telling. Sales methodology was (and to most still is) based on asking a few questions, then presenting a solution and then overcoming objections and preventing procrastination. Continue reading

Posted in Sales | Tagged , , , , | 2 Comments

Management Consulting Essentials: The Quest for Certainty

If you are more busy than you appreciate you should increase your prices

If you are more busy than you appreciate you should increase your prices

The title of this post #13 can be rephrased this way:

Will the engagement of management consultants improve the probability of success?

Occasionally I get this question from potential clients, who do not have much experience, have bad experience or are otherwise skeptical towards using management consultants.

My answer always is: “I don’t know. As an independent management consultant I can only answer for myself.  Call my other clients and ask them why they engaged me and what they achieved.” Continue reading

Posted in Sales | Tagged , , , , , | 9 Comments

Management Consulting Essentials: Delivery

If you are more busy than you appreciate you should increase your prices

If you are more busy than you appreciate you should increase your prices

This is the 12th post in a series of posts addressing the issue that too many independent management consultants are working too many hours for too little pay.

See the end of this post for a summary and a list of subjects in the series.

This post is about delivery Continue reading

Posted in Uncategorized | Tagged , , | 12 Comments

Management Consulting Essentials: Client references

If you are more busy than you appreciate you should increase your prices

If you are more busy than you appreciate you should increase your prices

This is the 11th post in a series of posts addressing the issue that too many independent management consultants are working too many hours for too little pay.

See the end of this post for a summary and a list of subjects in the series.

This post is about winning your clients as references Continue reading

Posted in Sales | Tagged , , , | 12 Comments

Management Consulting Essentials: Negotiating the price and payment terms.

If you are more busy than you appreciate you should increase your prices

If you are more busy than you appreciate you should increase your prices

This is the 10th post in a series of posts addressing the issue that too many independent management consultants are working too many hours for too little pay.

See the end of this post for a summary and a list of subjects in the series.

This post is about negotiating the price and the payment terms Continue reading

Posted in Sales | Tagged , , , | 11 Comments

Management Consulting Essentials: The proposal

If you are more busy than you appreciate you should increase your prices

If you are more busy than you appreciate you should increase your prices

This is the 9th post in a series of posts addressing the issue that too many independent management consultants are working too many hours for too little pay.

See the end of this post for a summary and a list of subjects in the series.

This post is about writing proposals. Continue reading

Posted in Sales | Tagged , , , | 12 Comments