From the course: Consulting Foundations: Client Management and Relationships
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Selling your next deal
From the course: Consulting Foundations: Client Management and Relationships
Selling your next deal
- One of the things I love about consulting is that you get to work with lots of different people, in lots of different spaces. But when you're moving from project to project, it's easy to forget about the opportunity for repeat business. Now there are three great times to ask for repeat business. The first is when a project is completed. Now a lot of consultants shy away from bringing up other areas in need of improvement because they're afraid they'll look bad, that they didn't solve every problem. But something tells me it wasn't in your scope to fix every single issue inside of the business. The most tactful way to generate repeat business during a project wrap is to present a few recommendations. Present these after you report your success, and keep your list strategic. This isn't you rattling off every single problem you noticed. For example, if you worked to improve business development outreach emails, maybe you also noticed an opportunity for better phone scripts. The next…
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