Guerrilla Marketing for Consultants

Risky Business

"We need more time to consider our options."

That's not what a consultant wants to hear from clients in response to a proposal but, as clients ponder which consultant to hire, it's not uncommon.

You may think client waffling is a signal that you haven't done a good job of selling the value of your proposal. After all, most consulting projects come with high price tags, and value is a crucial counter-balance to cost.

But often the value of the project isn't in question. Instead, the risk involved in achieving that value is what holds up the hiring decision.

This month in the Guerrilla Consultant, we discuss the unique role that risk can play in the consultant's sales process and how you can use it to your advantage.

Read this month's Guerrilla Consultant.

How Change has Changed

John Kotter, rated the number one "leadership guru" in America by Business Week magazine, wrote the definitive book on Leading Change. This month in Management Consulting News, Kotter tells why he thinks consultants and organizations need to focus more on the front end of change and heat up the sense of urgency.

Fiona Czerniawska offers a follow-up article on thought leadership in the consulting industry. She shares insights from her recent research on who is winning the thought leadership race.

In his column, “The Writing on the Wall,” Alan Weiss beats up on some consultants for “chasing a fly with a battleship.”

We’ve also got the third installment of our series on writing free reports, plus a thoughtful piece on why clients use consultants, and an article on how the history of the industry informs its future.

Read this month’s issue of Management Consulting News.