AI Snips
Chapters
Transcript
Clients Buy Outcomes, Not Just Skills
- Clients buy outcomes and problem-solving, not just skills and competencies.
- Skills build credibility but don't close consulting deals.
Hiring vs Buying Decisions Differ
- Hiring decisions focus on matching skills to a role, consulting decisions focus on business outcomes.
- A consulting business case must show tangible impact and ROI for investment.
Frame Consulting Proposals Around Results
- Tell clients a results mechanism story showing how you'll get them from problem to desired outcome.
- Focus on client perceptions, not just listing skills or technical tasks.