Four Steps to Help Build Your Own Learning Culture — A few years ago, I was approached by a frustrated senior project manager who felt, as the saying goes, that he was neither fish or fowl. He had taken a position at a company that sounded great but realized he was not the right fit. After quitting the job, he…

What do you believe is the top trait of a consultant? The first time I was asked that question, I immediately commented “their ability to communicate well in various mediums.” However, I’ve since refined that response to “their ability to follow the Silence is Golden Rule philosophy.” “We have two…

If you are like me, you have a slew of “first months as an independent worker” stories; some of the stories are positive but others are learning experiences. In the early days of my business, I had two challenges. The first was many of my prior networking venues were off…

One way to get clients is with the help of referrals or what I prefer to call introductions. It is great when someone volunteers to introduce you to potential client or an influencer, but people are busy. That means as a consultant you need to ask for the referral. However…

You’ve identified a great prospective client but you don’t know the person and the only person you can find who might be able to connect you is an ex-coworker you’ve not spoken to in years. The situation presents a dilemma for you. What do you do? One option is to…

Tell a story that leaves people wanting to hear more. — I recently realized I was falling down on the job. My brand message sounded dull, old, and tired. It wasn’t exciting and I couldn’t remember the last time I had seriously updated it. Simply put, it needed to tossed out. It needed to be refreshed. I had forgot that… an…

How do you stand-out in a crowded field of competitors? — More than one consultant (freelancer) has looked at me with puzzlement when I ask them about their point of view. Occasionally I’ll hear “My value proposition is ___________.” or “I believe the first thing we need to do is ___________.” I always listen closely and paraphrase what I heard. I…

A Journalist Technique Known as Immersion Reporting! It is fabulous feeling when you start working with a new client, but that feeling can quickly fade if a consultant is unable to gather the data and information they need to be successful. Occasionally, traditional techniques such as interviews and observations do…

Three Common Package Offerings with Real-Life Examples — “Joe isn’t a consultant because he provides a package solution.” That is exactly what a new consultant said to me. But guess what? Joe is a consultant. Just because he is providing a package, doesn’t mean he isn’t a consultant. …