Tag: management consulting

I Don’t Sell Anything

Selling management consulting is a relationship business. Without bilateral, trusting relationships there will be no engagements. Thus, before we move to the details of a potential consulting engagement, there are some rituals that must be completed....

Slow down – it’s not your business

As a management consultant you have to take responsibility for the outcome of the process you are engaged to help improve. You cannot assume responsibility for the final results. That responsibility resides with the client’s executives, but you have to guarantee the quality of your own contributions....

Proposals Are the Last Thing You Do

I now realized the advantage I had in proposal writing. It was never about me. It was always about the customers. What does the customer need and how do we deliver that, mitigating the risk of failure? How can we summarize this in the briefest way possible?...

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

If everything is running according to schedule, you are ahead of your budgets, you are winning market share, you can find all the top qualified people you need, your margins are improving, your net profit is increasing, your customer satisfaction is increasing, your employee satisfaction is increasing and your...

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...