As Stephen Pierzchala, Senior Consultant at Gomez (and one of my direct reports) so eloquently said in his blog yesterday, "One of the things that all consultants have to accept is that selling is a part of the territory." In my comment to Stephen's blog post, I reminded him that "selling" doesn't stop when the ink dries on the contract. As a consultant, you are constantly selling your abilities, knowledge, expertise, frameworks, and recommendations.
Good consultants are always persuading their clients: We persuade them to share ideas, answer our seemingly irrelevant questions, humor us as we take them through an exercise or learning program, and execute the recommend that we make. We persuade them to work together to find creative solutions to their problems, and we persuade them to see a new and fresh perspective.
Consultants are not sales people, but there is an element of selling in everything we do.
Subscribe to:
Post Comments (Atom)
No comments:
Post a Comment