The devil in the detail

Some consultants have a talent for seeing the devil in the detail. They’re masters at analysis, finding patterns and describing trends. They make the complex simpler to understand. That’s the highly desirable capability their clients pay them for.

Yet, when they come to selling consultancy, these same consultants have a tendency to make the simple complex. They make projects sound more sophisticated and complicated than they are. They use jargon. They make it harder for clients to make quick decision about what to do next.

Selling consultancy isn’t complex (although it can be hard). Just remember actionable = simple. Simple to understand. Simple to agree.