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Developing Trust With Conflicting Priorities

Aug 20, 2012 | Consulting Sales

Why is it that when I ask for a waiter’s recommendation, they suggest one of the most expensive things on the menu? I suppose it’s possible that the most expensive items are the best. It’s basic supply and demand economics. But I always suspect that they’re more...

That Consultant Eliminated My Job

Aug 13, 2012 | Client relations

Ron considered himself pretty lucky. He had been at his job for nearly twenty years. The company paid him well. His family lived in a decent home in a well kept neighborhood. He was living the American dream. That all came to an end when the consultants came....

7 Things to Do When a Project Ends

Aug 6, 2012 | Career Management

There comes a time in every consulting project when the project ends for a consultant, normally known as “rolling off”. Consultants are, by nature, temporary workers. The end of the gig will eventually come. There is always the possibility that the client will ask...

Key Consulting Skill: Shut Up

Jul 30, 2012 | Communication

The young batter planted his back foot in the dirt of the batter’s box and assumed his stance. He took a hard swing at the 2-1 pitch, rocketing it between third base and the shortstop. The shortstop dove hard to his right and knocked the ball down. Quickly, he...

Learning From Consulting Mistakes

Jul 23, 2012 | Career Management

"I've missed more than 9,000 shots in my career. I've lost almost 300 games. Twenty-six times, I’ve been trusted to take the game winning shot and missed. I’ve failed over, and over and over again in my life. And that is why I succeed.” - Michael Jordan, Nike...

The Responsibility of Being a Role Model

Jul 16, 2012 | Career Management

One day early in my career I remember having lunch with my boss. We were discussing the latest political sex scandal and how the politician was handling it. As was his nature, my boss turned it into a teachable moment. He commented on how sad it was. “A man spends...