David A. Fields provides a useful article developed specifically to win your firm more consulting projects.
If you travel any major highway (a.k.a. motorway) you have passed numerous tractor-trailers hauling freight from one destination to another.
Tractor-trailers provide a helpful metaphor that you can employ to improve your consulting firm’s business development process.
The tractor is where the power resides, and the trailer holds the valuable goods. (Cookies in the cab for you; cookies in the back for others.)
Hang onto that image for a moment, while we revisit the Context Discussion.*
A finely crafted and executed Context Discussion cements your consulting firm’s position as the Obvious Choice for your prospects. Through that outstanding discovery process, your consulting firm understands your prospect better than any other consulting firm and, possibly better than your prospect understands herself.
The process itself builds trust, and also enables you to craft a perfectly-tailored proposal.
Over the course of your Context Discussions with prospective clients, your most powerful workhorse is a single word:
Why is the engine of deep discovery.
Why is your tractor.
During the Context Discussion you attach trailers to Why that carry valuable learning between your prospective client and your consulting firm.
When you’re face to face with a prospect, it’s easy to forget how to navigate your way through an effective Context Discussion. So, just imagine a tractor-trailer.
Key questions include:
- Why now?
- Why go outside?
- Why us?
Access the full article, 5 ONE-LINE SCRIPTS THAT WILL WIN YOUR CONSULTING FIRM MORE PROJECTS, on DavidAFields.com.