Why Opportunities Don’t Become Contracts

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David A. Fields explains why some of the most promising opportunities fail to transpire into contracts, and what you can do to ensure a more positive outcome. 

Your hard work on business development and some good luck resulted in big opportunities for your seed optimization consulting firm: potential engagements with Worldwide Walnuts, Paramus Pecan Co, and NoNutz.com all at the same time. But, somehow none of those opportunities blossom into closed projects. Why?

You may have a “Step 0” problem.

If you’ve read The Irresistible Consultant’s Guide to Winning Clients, you’re familiar with the six steps to unlimited clients, starting with Step 1: Mindset and running through Step 6: Propose, Negotiate and Close. (If you haven’t read that book, go here, read this. Don’t pass Go or collect $200 first.)

It turns out that there’s a step before Mindset:

Step 0: Delivery Confidence.

If you aren’t confident that your consulting firm can deliver on a project, you will intentionally or unconsciously sabotage your business development efforts.

Your consulting firm’s Delivery Confidence wanes when you or your team members worry that you lack sufficient capacity or that your capabilities fall short.

A Step 0 deficiency is serious. Instead of winning the easy, NoNutz.com project and possibly cracking open the Paramaus or Worldwide engagements, you end up losing all three opportunities. That’s not good.

Your capacity concerns can be addressed with straightforward tactics, including hiring, delegating, streamlining and renegotiating. (You’ll find 11 capacity-increasing strategies in this article.)

 

Key points include:

  • Questions to ask
  • Confidence in delivery
  • Increase capacity and capability

 

Read the full article, Step 0: The Prerequisite For Your Consulting Firm To Win More Business, on DavidAFields.com.