Outdoor advertising for you, everybody and me

“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...

A letter from Amazon.com

I received a letter from Amazon.com today. As an author myself I agree 100% with Amazon.com.  Here is the letter:...

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

YouTube, 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...

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

"I'm Sorry" is not the traditional academic thesis based on years of "research" which characterize most management literature. The book is based on Karen's personal experience, her common sense and some secondary source research. The book has several illustrative examples from Karen's own praxis and also refers to other cases...

Management Consulting Essentials: SPIN Selling

If 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...

Management Consulting Essentials: The Quest for Certainty

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...

Management Consulting Essentials: Delivery

The 7-step model is simply a framework enabling the management consultant to work structured and secure alignment with his client at all times mitigating project risk as tight as possible....

Management Consulting Essentials: Client references

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...

Management Consulting Essentials: The proposal

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...