How to Sell Advice 113. How to phase into selling advisory work and out of tactical implementation
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Here's a great follow-up question in the thread, Selling transformation vs. selling your time, by Ant Pugh:
In this excellent blog post you talk about the conflict of interest between the same person doing the tactical and strategy work.
Do you believe that it's just unfortunately what needs to happen in the interim until you're at a place when you can exclusively offer strategy work?
Ant is in the process of phasing out of implementation work and into advisory work and is wondering how I reconcile it with my idea that there's a conflict of incentives with selling full-service strategy and implementation at the same time.
In this episode, I talk about the middle ground between advisory and implementation work, and how it mostly circumvents this conflict while still being hands on in getting the work done.
The conversation here is nuanced, so I go into some examples, but generally it answers the question of incentives and most importantly, keeps you as a trusted advisor on the side of your clients.
If you want to phase out of implementation and into advisory, consider the managed advisory services approach.
—k