Consulting Mastery The anatomy of a deal
8 snips
Apr 21, 2025 Discover why being the smartest isn't enough to win clients. The podcast discusses how real-world experience often trumps theoretical knowledge in consulting. Listeners learn about the importance of understanding client values, prioritizing trust, and demonstrating genuine interest in their needs. Insights on why having a full pipeline can enhance credibility and how saying 'no' might actually attract more business are shared. Gain practical strategies to build a successful consulting practice by focusing on applied knowledge and integrity.
AI Snips
Chapters
Transcript
Episode notes
Trainer vs. PhD Anecdote
- Choosing a personal trainer over a PhD illustrates clients prefer applied, street-level knowledge over theoretical expertise.
- Clients value someone who has real-world experience and a proven track record of results they can relate to.
Clients Want Relevant Experience
- Clients prefer consultants with specific experience working with people like them over generic expertise.
- The uniqueness clients perceive in their problem influences whether they seek generalized or specialized expertise.
Knowledge vs. Application
- Having extensive knowledge alone doesn't guarantee clients; how you apply and demonstrate it matters more.
- Clients need to see you actively working with relatable clients to trust you're capable of delivering results.