Sales + Consulting. An interesting mix, right?

Redefining consultative business development to unlock growth.

What’s predictable?

I’ve been playing in this arena for a long time now.

Here's what my years of field research uncovered.

Consultants think that to win work they need to get pushy, like sales people. They’re mistaken. That's old fashioned thinking.

Not only is this approach ineffective, but consultants often hate it. They aren't into transactional relationships.

Instead they can take advantage of their great consulting skills, in sales situations.

Simple concept. Powerful results.

Think about it. You're already good at analytical, strategic, and systemic thinking.

Just apply that same mindset to business development.

It's just about applying your great consulting skills smartly. Here’s what that looks like in practice:

Imagine you're discussing a potential project with a client. Instead of pitching your services, you use your analytical skills to dig deeper. You ask probing questions about their business challenges, desired results and business value, just as you would in a consulting engagement.

This approach not only demonstrates your expertise but also uncovers the true value you can offer. The client sees you as an outcome expert, not a salesperson.

Do this and you’ll excel at relationship and business development. Success will follow.

It's that straightforward. Not easy, perhaps, but straightforward.

Here's what one consultant said, after my mentoring: “I've gone from finding the sales process slightly distasteful, to actually enjoying sales conversations, and being eager for my next one!”

What’s possible?

You can start to reprogram your business growth mindset and behaviour at any time.

Question is: What’s the one thing you’ll change today?