Getting Started in Consulting

"Nothing increases credibility (and, ultimately, business) like the willingness to stand your own ground, disagree when you have better information and insights, and offer a differing view of a situation."

"You need two primary elements for your office: space and privacy."

"Interview the referrals through a brief visit to their offices at their convenience. Look around. Get to know them. Experience the chemistry."

"Nothing is as effective as the face-to-face interaction that allows for personal chemistry to develop."

"Almost every consultant is going to have to become comfortable making presentations to buyers and evaluators. You might as well turn this trait into a positive and aggressive marketing tactic."

"There is only one potential buyer who matters. This buyer is the person who can write a check for your services."

"The proposal should not be serving as a negotiating document, a sales brochure, a credibility piece, or any other purpose. It should simply be placing the conceptual agreement in context with other required elements of a good proposal."

"You have to marshal your arguments around the prospect's improved condition, and the sagacity of using a project fee approach."

"It's far better to have marketing devices always in place and active, be on the lookout for continued marketing opportunities, even while implementing, and constantly bring on board new business, rather than fitfully start and stop."