by lewsauder | Mar 11, 2013 | Career Management
It’s been said that we get what we measure. That can be either good news or bad. If a consulting sales team is measured strictly on the sales revenue they bring in, you may get some sales people who go out and sell a lot of services. Whether they sell services that...
by lewsauder | Mar 4, 2013 | Client relations
Two of the most critical things a consultant needs for success are respect and credibility. They go hand in hand. If you’re not a credible advisor, it will be hard to earn the respect of your clients. Some consultants assume they have respect just because they call...
by lewsauder | Feb 25, 2013 | Career Management
Consultants are generally contracted by their clients to resolve an issue. It’s often project based. For instance, a healthcare consulting firm may be contracted to implement a new electronic medical records (EMR) system at a medical center. They will be charged...
by lewsauder | Feb 18, 2013 | Client relations
I’ve usually been able to manage my emotions in business settings. Everyone makes mistakes and I’ve always had a tolerance for that. But every once in a while, you get a client who doesn’t handle their emotions well. And that can be contagious. It happens quite...
by lewsauder | Feb 12, 2013 | Communication
I was once at a client where I had developed an excellent relationship with one of their employees. We got to the point where we began going to lunch on a regular basis and would occasionally stop for a drink after work. It’s usually a good development when your...
