Blog Sales

If you never receive inbound inquiries then there is something terribly wrong

Most of the posts I read on the LinkedIn Sales Pulse are related to situations where it is very hard to find potential customers for what we offer and where selling to these potential customers seems very hard as well. Many of the posts sound as if sales is like marching in the desert looking for water. We are constantly thirsty (the sun is burning down mercilessly on our unprotected heads) and there is per definition not…

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Blog Business development Strategy Uncategorized

Why you should charge for coffee with someone you don’t know

I was the keynote speaker at a business event some time ago. At the following lunch I was sitting next to the CEO of a software company. As my keynote was about how information technology and software companies can grow faster than their competitors, we obviously talked a lot about issues related to this subject. We especially talked about how to enter foreign markets. At a certain stage in the conversation the CEO asked me…

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Blog Sales

The ignorant customer and the unfortunate salesman?

This picture has been posted on LinkedIn several times over the last few years. The context has always been that “sometimes corporate executives are so busy (or ignorant) that they do not take the time to consider new solutions that could improve their situations dramatically.” When I saw the cartoon the first time I also throught that the King must be daft. However, when I thought twice about it I changed my perspective.

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Blog Business development Sales Uncategorized

Management Consulting Essentials: The objectives

This is the 6th post in a series of post addressing the issue that too many independent management consultants are working too many hours for too little pay. It is my objective to inspire as many independent management consultants as possible to exercise their profession and approach their clients in a different way. See the end of this post for a summary. This post is about setting the objectives for a management consulting project.

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Blog Sales

Management Consulting Essentials: The first meeting

I meet and talk with a lot of independent management consultants.  99% of them are extremely busy.  They are so busy that they have little time to learn new approaches, keep up with the development in their area(s) and develop their business. Most of them even complain that they are too busy. They also use their busyness as an “excuse” for not being responsive and not meeting deadlines. When I ask why they are so busy the…

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Management Consulting Essentials: Pre-qualification

I meet and talk with a lot of independent management consultants.  99% of them are extremely busy.  They are so busy that they have little time to learn new approaches, keep up with the development in their area(s) and develop their business. Most of them even complain that they are too busy. They also use their busyness as an “excuse” for not being responsive and not meeting deadlines. When I ask why they are so busy the…

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Blog Business development Sales Strategy

The four types of consulting

Which type of consulting do you provide? There are many types of consulting.  The way you promote your consulting services, the way you generate leads, the way you sell and the way you deliver depend heavily on the type of consulting business you exercise. A project may often be a mix of various types of consulting services.  This is a serious challenge for the individual and independent management consultant. Mastering the many types of consulting…

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Blog Sales

Commission only?

– Why it doesn’t work and what you could do instead. I am assisting software companies with internationalisation.  What that comes down to is helping our clients acquire customers in a new market (bootstrapping), building a local presence (bridgehead) and heading for market dominance (scaling) [1]. Before jumping to the subject of this post let me clarify a few things. The clients I am assisting all have high price/low volume type of software solutions.  They…

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