Earning a Seat in the Core Group

Signing Your First Client When Moving to Self-Employment

High Value Letter of Proposal

A Winning Proposal for a New Way to Think About Strategy

Turning a Meeting into a Proposal and Immediate Sale

Winning a Multi-Million Dollar Restructuring Project

Why Functional (Domain) Specialization is a Bad Sales Model

How This Skills Gap Plays Out in the Sales Process

Should I focus on my sales or should I help the broader firm without any credit?

Setting Up Future Sales at the Client

Part 1

#1 Steps

#2  What Should Your Strategy Be?

#3  Your Point Of Differentiation

#4  Using The Skills You Picked Up At A Major Firm

#5  What Should I Do If I Have Never Worked At A Consulting Firm?

#6  Your Clients

#7  The Myth Of Selling Consulting Services With Insights

#8  The Cost And Value Of A Sterling Consulting Reputation

#9  Not Everyone Needs To Think You Have A Sterling Reputation As A Consultant

#10  All Consulting Reputations Can Be Good Or Bad, Depending On Your Market Position

#11  A Good Consulting Reputation Only Generates Respect, So You Need  To Do More

#12  A Reputation Is Only Partially  A Function Of The Quality Of Your Consulting Work

#13  Most Consulting Marketing  Is Not Necessary

Part 2

01 – Client Issues / Your Strategy + Goals

1 Client Mission/Strategy and Business Issues

2 Client Issues and Trends

3 Client Improvement Initiatives

4 Firm Strengths and Weaknesses

5 Long-Term Client Blueprint

6a Near-Term Client Goals A

6b Near-Term Client Goals B

7 Assessment of Client Lines of Business

8 Client Segmentation

02 – Engagements

1 Post-engagement reviews

2 Post-engagement interviews

03 – Relationships

1 Client relationship team face-off

2 Profile of decision network

3 Relationship development plan – tier 1

4 Relationship development plan – tier 2

5 Client executive profiles

6 Client decision organization chart

7a Client planning worksheet A – Stakeholder Analysis & Buying Process Worksheet

7b Client planning worksheet B – Competitive Assessment & Decision Criteria Worksheet

7c Client planning worksheet C – Action Planning & Strategy Worksheet

7d Client planning worksheet D – Opportunity Competitor Assessment Worksheet

8 Client opportunity summary and map

9 Client meeting plan

04 – Client Plan Docs

1 Exploratory first meetings

2 Exploratory first meeting flow

3 Prepare your meeting

4 What-We-Encounter (WWE) method

5 What-We-Encounter template

6 Client retention