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Consulting and Coaching Insights

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Three Questions Every Consultant Should Be Asking

 
business questions

Which three measurements give the best sense of a
company's health? Whether you're talking to the business owner of a multi-site, multi-national organization or the owner of a corner store, there are three critical measurements that denote the overall health and well-being of any organization: employee engagement, customer satisfaction, and cash flow. Effective consultants should be asking questions of their prospects and clients around these three key issues.

No company, small or large, can remain competitive in its chosen market without employees who believe in the mission and know what they need to do to achieve it. That's why it is critical to measure the level of employee engagement at least once a year ... anonymously. And we're talking about more than finding out if they like the coffee in the employee lounge. In fact, that question shouldn't be anywhere near an employee survey! The categories of evaluation should revolve around:


5 Tips for Creating "REALationships"

 
Business Relations

What’s in a relationship? Websters dictionary defines it as "connection." We connect to many things throughout our workday and to many people. Managers connect with their team members. Salespeople connect with prospects. Coaches and Consultants connect with their clients. Service representatives connect with customers. And all employees in an organization should be connecting to their coworkers, whether they’re front line or top of the house.

Credible Questioning = Incredible Results

 
questions

One of the most important qualities (if not THE most important quality) that effective consultants and coaches possess is their ability to ask good questions. Practicing dynamic inquiry is what sets them apart from the competition.

The Secrets of Successful Networking, Part IV

 
consulting network

Networking has been proven as the best way to
gain new clients within our network of outstanding coaches and consultants.

The Secrets of Successful Networking, Part I
The Secrets of Successful Networking, Part II
The Secrets of Successful Networking, Part III

You could have done an excellent job educating someone about what you do, how you do it, and with whom you want to do it. As a consultant or coach, that still may not resonate with your referral partners. They still might not “get it.” The easiest way for them to understand the work that you do is to show them! Let them see you in action. Give them an opportunity to experience you doing what you do best.






The Secrets of Successful Networking, Part III

 
consulting network

Networking has been proven as the best way to gain
new clients within our network of outstanding coaches and consultants.

The Secrets of Successful Networking, Part I
The Secrets of Successful Networking, Part II

We’ll continue sharing their tips and techniques in this post.

Okay, you’ve been to an event and met some great people. Now what?







The Secrets to Successful Networking, Part II

 
business consulting network

Our task for the next few posts is to help you get
more out of your networking efforts. We began with our last post, The Secrets to Successful Networking. We’ll continue by taking a page out of the Boy Scout handbook for the secret identified in this post: Be Prepared. It’s important to prepare yourself if you know you’ll be attending a networking event. This encompasses everything from dusting off that tuxedo or otherwise dressing for the occasion to determining if this event or group is even right for you.

Your preparation should begin with determining if this event is the right place for you to make connections. Find out who’s going to be there. Who attended last month/year? Chances are they’ll be back again or people like them will attend. Are they in your target? Identify the type of person with whom you want to align. Are the people you want to meet going to be there or do the people who are going to attend know someone you want to meet? If not, you have a decision to make. Is this event really worth your time?


The Secrets to Successful Networking – Part I

 
consulting secrets

Our internal research within our network of
almost 500 coaches and consultants shows
that in 2013, networking became the most effective method for gaining new clients, even overtaking referrals from current/past clients.

So, if you’re wondering why you should be networking, the short answer is … because it works! Frankly, it has always worked, but as businesses and entrepreneurs get better and better at it, it’s trumping all of the other methods of gaining new clients. And the best part is, if you approach it with the right attitude and process … it can be downright FUN!



What No Really Means

 
consulting business

Even the best consultants and coaches hear the word No every
now and again. Do you ever get a No when you’re trying to sell your services to someone? You probably have. If a No bothers you, then you should probably shift your thinking about what that No really means. You see, when you are trying to engage a new client, it's not about you. It’s not about whether you succeed or fail, or whether you get a Yes or a No. It's not about you at all. It's about the prospect and his problems or her needs and wants.

Sometimes a No just means not now. Maybe this potential client has some other more pressing issues in his life he must resolve before he begins to think about designing his best possible future. If you can step back for a moment and put yourself in his place, you might be able to shift your message from this: 


Outstanding Consultants and Coaches Have These 5 Qualities

 
good coaching

Our previous post How to Be a Rotten Coach, highlighted some of the less desirable traits in a coach. Think you might be an outstanding consultant or coach? Ask yourself the questions below. Put yourself to the test and see how you measure up in these 5 areas:

How to Be a Rotten Coach

 
badcoach

We’re not sure anyone aspires to set up a bad coaching or consulting practice, but in the decades that we’ve been helping entrepreneurs set up successful coaching and consulting businesses, we’ve seen the good, the bad, and the downright ugly.

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