From the course: Mastering the Business of Consultancy: Strategy, Marketing, and Client Success
Join today to access over 24,800 courses taught by industry experts.
Defining client challenges and opportunities
From the course: Mastering the Business of Consultancy: Strategy, Marketing, and Client Success
Defining client challenges and opportunities
- Do you know how to flip a catch-up call with a client into a proposal? There's a process for that, and I want to share it with you here. Sometimes you may have an informal chat with a potential client. They haven't asked you for a proposal. You might have engineered a general catch-up. This is about understanding the situation the potential client is currently in. But if you return what they have said well, it may lead to a brief. Let's look here at what is best to ask. You may want the potential client to give you background, warts and all, on where they are now. What is the key issue they wish to discuss? Let them shape it. Let the conversation flow and capture all you can about it. There are some questions that will help you uncover more information. The objective is more information, not solutions. Some probing questions you can ask are, "Where are we now? "Where do you want to be? "What are you doing to get there? "How will you know when you arrived? "What do you need to…
Practice while you learn with exercise files
Download the files the instructor uses to teach the course. Follow along and learn by watching, listening and practicing.
Download courses and learn on the go
Watch courses on your mobile device without an internet connection. Download courses using your iOS or Android LinkedIn Learning app.