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A Young Consultant’s Sales Responsibilities

Feb 23, 2012 | Consulting Sales

I remember early in my consulting career when it was explained to me that, although my primary responsibility as new consultant was to keep my utilization (my percentage of client-billable hours) up to a certain percentage, I was also responsible for sales. You want...

What Does a Consultant on the Bench Do?

Feb 20, 2012 | Career Management

Like many industries, the consulting industry can be feast or famine. There can be more work than you have time to complete it. In those cases you have to decide which work to decline. It’s not easy to walk away from billable work. At other times, you can’t find...

Are You Really Too Busy?

Feb 13, 2012 | Career Management

I didn’t get a chance to get to that. I’m so busy, it’s on my list, I’m just buried in work. I didn’t see that email in my overflowing inbox. When did you send it? These are just variations of “too busy” excuses (or non-excuses) that we all hear on a regular basis....

Can Happiness Lead To Success?

Feb 6, 2012 | Career Management

I’m an avid reader of business books. This started back in college, when I read the classic In Search of Excellence by Tom Peters and Robert Waterman. Since then, I’ve taken the occasional detour through fiction via John Grisham, Dan Brown and the like, but business...

The Difficult Client Types

Jan 30, 2012 | Client relations

I've worked in very few organizations that didn’t have a jerk or two walking around. Over the years I’ve learned to deal with them. In the one situation where the jerk was my boss, I worked for several years – too long - to deal with it, and eventually moved on. ...

Consulting: Embracing the Change

Jan 23, 2012 | Career Management

We often hear that the only thing that stays constant is change. But if that’s so, why are people so averse to change? Just listen to the nervous gossip that begins to swirl around when a group gets a new boss or some other leadership change occurs within a company....