Finding and landing clients can be a daunting challenge for even the most seasoned professionals. Consultants want genuine opportunities to help solve problems and make a meaningful impact. There are 6 takeaways you need to know for transforming the sales process. We Discuss:

• How do you ask for business without using standard sales approaches that feel phony?
• How do you find people to have initial conversations with about potential business?
• How important is emotional intelligence (EQ) in consulting sales?
• How do you leverage your network to find business?
• When is the right time to transition from relationship-building to making a sales pitch?
• How can consultants overcome their discomfort with selling?

Key Highlights:

• Strategies for finding and selling to clients in consulting, emphasizing authentic relationships over aggressive sales tactics. (00:02:37)
• The importance of emotional intelligence (EQ) in understanding client needs and building rapport. (25:23)
• Offering value first, such as through thought leadership or free workshops, before trying to sell services. (21:36)
• Networking and leveraging existing relationships are presented as crucial for finding new business opportunities. (05:37)
• Partnering with others who have complementary skills, especially for consultants who may lack sales experience. (29:43)
• The challenge of knowing when to transition from relationship-building to making a sales pitch. (39:25)
• The importance of making it easy for potential clients to take the next step in engaging services is emphasized. (40:26)
• Consulting sales as an ethical pursuit of helping people solve problems. (41:13)

6 Takeaways:

1. Successful consultants focus on building authentic relationships and understanding client needs rather than using aggressive sales tactics.
2. Emotional intelligence (EQ) is crucial for consultants to effectively read situations, connect with clients, and identify potential opportunities.
3. Offering value upfront through thought leadership, free workshops, or problem-solving sessions can help establish credibility and open doors to future business.
4. Leveraging existing networks and partnerships, both internal and external, is essential for finding new business opportunities and complementing one's own skills.
5. Consultants often struggle with transitioning from relationship-building to making a sales pitch, highlighting the importance of recognizing buying signals.
6. Framing consulting sales as an ethical pursuit of helping people solve problems can help overcome discomfort with traditional selling approaches.

In the fast-paced world of consulting, the ability to ask insightful questions can be the key differentiator between average and exceptional performance. Here are 7 things you need to know about the art and science of effective questioning to generate superior outcomes.

We Discuss:

• How can consultants ask good questions without appearing incompetent?
• Is the Socratic method overused in consulting?
• How does asking questions differ across cultures?
• How can technical consultants improve their questioning skills?
• How can junior consultants ask questions of senior team members or clients?

Key Highlights:

• The importance of asking good questions as a consultant, rather than just appearing as an expert (00:02:58)
• Building rapport and psychological safety is crucial for asking probing questions effectively (00:26:13)
• The Socratic method can be valuable if used with humility and genuine curiosity, not to prove someone wrong (00:30:05)
• Cultural differences play a role in how questions are perceived and should be asked (00:40:09)
• For technical consultants, developing questioning skills may require intentional effort as it doesn't always come naturally (00:44:03)
• Asking questions demonstrates expertise more than just stating facts, though this can be counterintuitive (00:46:16)
• Good questioning involves being curious, open, caring about the intent, and can be learned through practice (00:45:22)
• Questions are fundamental to human existence, learning, and career development (00:45:46)

7 Takeaways:

• Effective consultants focus on asking insightful questions rather than simply demonstrating expertise, as this approach leads to better problem-solving and client relationships.
• Building rapport and psychological safety is crucial before asking probing questions, especially in different cultural contexts where relationship-building may be more important initially.
• The Socratic method can be a powerful tool when used with genuine curiosity and humility, rather than as a means to prove someone wrong or appear superior.
• For technical consultants, developing strong questioning skills may require intentional effort, as it often doesn't come naturally to those with an engineering mindset.
• Asking thoughtful questions can actually demonstrate more expertise than simply stating facts, though this approach may feel counterintuitive at first.
• Good questioning involves being curious, open-minded, and caring about the intent behind the inquiry, skills that can be learned and improved through practice.
• Questions are fundamental to human existence, learning, and career development, serving as a powerful tool for personal and professional growth.

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The consulting industry stands at the cusp of a profound transformation, driven by rapid advancements in artificial intelligence and changing business landscapes. Here are 5 things consultants need to know about adapting and thriving in the future of 2035.

We Discuss:

• How will the role of consultants change by 2035?
• Is there a historical analog for the current pace of change in consulting?
• What should individual consultants do to prepare for these changes?
• Will AI completely replace human consultants?
• How might consulting firms change their investment strategies?

Key Highlights:

• The discussion focuses on a Strategic Foresight Study for 2035 produced by 2b Ahead, a German research firm, examining emerging trends in consulting (00:01:10)
• There's increasing uncertainty and "fog" in the business world, making navigating uncertainty a key value proposition for consultants (00:06:09)
• AI and automation are impacting knowledge work and consulting more than previously expected, potentially displacing roles like legal and medical professionals (00:23:44)
• The pace of technological change and dissemination of information is accelerating, leading to faster development and adoption of new tools (00:15:02)
• By 2035, consulting firms may need to invest more in AI hardware rather than just hiring more consultants (00:29:29)
• Consultants should focus on recording their work in AI-accessible formats and developing "original thought" that AI currently can't replicate (00:31:40)
• To remain relevant, consultants should actively use and understand AI tools to improve their work and potentially create new business models (00:35:47)
• The potential impact of AI on consulting ranges from incremental improvements to transformative change if AGI (Artificial General Intelligence) is achieved (00:34:34)
• Embracing uncertainty and adapting to new tools is key for consultants' future success (00:40:18)

5 Takeaways:

1. The consulting industry is facing increasing uncertainty and complexity, making the ability to navigate ambiguity a crucial skill for future consultants.
2. Artificial intelligence and automation are impacting knowledge work more significantly than anticipated, potentially displacing traditional consulting roles and requiring consultants to adapt their skillsets.
3. By 2035, consulting firms may need to invest more heavily in AI hardware and capabilities rather than solely focusing on hiring human consultants.
4. To remain relevant, consultants should actively use AI tools, focus on developing "original thought" that AI can't replicate, and look for ways to make their services more accessible and scalable.
5. The future of consulting will likely involve a symbiotic relationship between human expertise and AI capabilities, with successful consultants leveraging both to provide unique value to clients.

Here is the link to the full report, Strategic Foresight 2035 by 2b Ahead. https://2bahead.com/en/zukunftsstudie-kundenkommunikation2030-1 Patreon subscribers get the full document as well as the summarized set of slides. When you have a minute, go to the ⁠⁠⁠⁠⁠⁠⁠YouTube Channel ⁠⁠⁠⁠⁠⁠ to see all the free content. While you're there, LIKE and SUBSCRIBE. Check out https://patreon.com/ConsultantsSayingThings and subscribe for special access to EVEN MORE content from the team.