E XCERP T
CHAPTER 17: HOW
By now, your confidence
is soaring because you know
your high-impact offer, you’re
visible to the executives who
can hire you, and you’re hooking their interest. Your professional network is burgeoning,
Now the money will start pouring in, right?
You need to uncover, client-by-client and proj-ect-by-project, what will make you an irresistible
solution in the specific area you are targeting. In typical product sales, once you capture a buyer’s attention
you’re near the end of the buying process.
But in consulting, capturing a prospect’s attention is
the beginning of the process.
Becoming the obvious choice is rooted in the process
of discovery. You become the obvious choice by discovering what your prospects want, need, and value, then
delivering solutions that fit them like a pair of comfy,
Before leaping into discovery, though, I’m sure you
want to understand how clients make decisions.
In other words, what makes a prospect choose one
consulting firm over another, or decide to work with internal staff rather than any consultant at all? Is it price?
Is it experience? Is it a differentiated solution?
When you appreciate how clients choose, your discovery efforts will become much more effective and
productive. When it comes to consulting projects, all
clients’ choices rest on the Six Pillars of Consulting
THE SIX PILLARS OF CONSULTING SUCCESS
For you to win a consulting engagement, the Six Pillars of Consulting Success must be in place. Every time
you win a project, the six pillars are in place.
Know is your prospect’s awareness of you. No consulting firm has ever won a project from a client who has
never heard of them. The more well known you are, the
Becoming a Client’s Obvious Choice
The following is an excerpt from The Irresistible Consultant’s Guide
to Winning Clients: 6 Steps to Unlimited Clients and Financial
Freedom by David Fields. This excerpt from Chapter 17 explores how
clients choose a consulting firm, as a lead-in to the next two chapters
in the book, which detail a process for discovering clients’ needs.