Wednesday, February 14, 2007

The Guerrilla Consultant

Since I have my own blog, I became more interested in other blogs. One I like a lot (although it is only loosely connected to Change Management) is Guerrilla Consulting®. I like in particularly the series “25 tips to become a good consultant”. Have a closer look if you want to improve your marketing:

These are the 16 tips Mike McLaughlin has offered so far (RFP = Request for Proposal):

Tip #16 of 25 - Be Accessible
Tip #15 of 25 – Resisting the RFP
Tip #14 of 25 - Be Accessible between Projects
Tip #13 of 25 – Enter with an Exit Strategy
Tip #12 of 25 - Solve the Right Problem
Tip #11 of 25 – Win—Don’t Just Answer—Every RFP Question
Tip # 10 of 25 - The Secret to Consulting Success
Tip #9 of 25 - Mediocrity is the Kiss of Death
Tip #8 of 25 - Get Paid What You're Worth
Tip # 7 of 25 - The Consultant Is a Buyer Too
Tip #6 of 25 - Think Guarantees
Tip #5 of 25 - Write Case Studies That Sell
Tip #4 of 25 - Clients buy, they're not sold

An example - I like this one a lot:
Tip #3 of 25 - Share Your Stuff
Some consultants resist sharing their ideas and the products of those ideas (AKA intellectual capital) with clients before they're hired to do a project. They fear that clients will take their work and try to complete the project on their own, or worse, give it to another consultant.

The world is awash in information and ideas. If you're stingy with yours, it will show. Besides, client aren't buying your methodology, tools, or your point of view. They're buying your expertise, and that can't be pilfered by poring over proposed workplans, preliminary recommendations, or your perspectives on how to solve a problem.

It's true that clients have been known to hijack work product consultants develop during the sales process so they can try to complete the project without consultants. But that's the exception, not the rule.

Be generous with your knowledge, not foolish. Qualify every opportunity before bringing forward your best ideas. But don't hesitate once you believe you've got a serious opportunity.

Consulting is an ideas business. Keeping your best ones locked in your head, brief case, or computer will leave a door open for your competitors to walk through.

Tip #2 of 25 - Keep Proposals Short
Tip #1 of 25 - Send a Lumpy Package

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