Category Archives: Consultants Training

Listening, fast and slow.

Last week I bumped into an article on LinkedIn which planted a seed in my head which has now germinated.  I kept the link (or so I thought) so I could refer to the article today, but find that I … Continue reading

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The 5 questions which turn Selling into Consulting.

What is the difference between these two commercial activities: 1.  Finding out what someone wants and then satisfying that requirement. 2.  Finding out what someone thinks they want and then discovering why they want it, what will happen if they … Continue reading

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How to deal with an Expert

My clients are clever.  They are successful in business because they know stuff that their own clients don’t.  Not to put too fine a point on it. So they get worried when they bump into someone who they think knows … Continue reading

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Ask more questions, stupid!

If you could choose just one behaviour which you could somehow magically fix overnight in your organisation, and you had to choose the one which would make the most business impact, which one would you choose? I know which one I’d … Continue reading

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Critical mistakes in Consulting

A few weeks ago I was running a Business Development course with a group of junior Consultants, and was asked a great question.  I’m still pondering it, but thought I’d share it with you. “What is the worst mistake you … Continue reading

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Why 5 year olds should be consultants

The more we know, the harder it is to keep an open mind. This is often the undoing of a consultant. The mindset of a 5 year old is much more useful! Continue reading

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