If you want your consultants to help up-sell and expand your current client accounts, don’t ask them to “sell”. The very word sends shivers up the spine of many consultants. Most react to the prospect of selling with all the enthusiasm of a turnip. Yet external service groups are ideally positioned to identify potential sales opportunities and influence client purchasing decisions. So how do you go about motivating and developing consultants to grow business?
You may remember the nature vs. nurture issue in regard to where positive human traits (such as strong abilities) and negative human traits (such as diseases) come from. Those who land on the nature side of the argument profess that it is all predestined and based on our DNA. Those who favor the nurture side believe that how we are raised and what we experience is the primary driver.
Greg Baker, on May 18, 2015
On the field of battle we once heard Ready, Aim, Fire! Similarly, in today’s business environment, where working effectively is the name of the game, people must Engage, Align and Execute! If you want to be good at what you do, whether it is systems engineering, finance, HR, management consulting or some other discipline, here is your prescriptive advice:
Greg Baker, on June 14, 2012
While the genesis of unintentional conflict is often obscured, the costly disruption and dysfunction that result from it are usually quite visible. Such was the case with our story about Jane and her client Sandy in our last Advance Update, Managing Unintentional Conflict in Business. Let’s revisit the story and then discuss how to resolve the issue, or in this case avoid it by acquiring the skills to manage unintentional conflict.
Jane is meeting with her new client, Sandy, to make some recommendations for how to address some pressing problems on their project. Jane loves to engage in small talk and storytelling with people, including clients, to build relationships. (more…)
Twenty years ago consulting skills were the exclusive domain of professional consultants. Today, consulting skills are the new business 101. They belong to everyone in business and have become essential for getting results in today’s complex web of people, organizations, and business relationships.