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David A. Fields identifies two issues consulting firms must overcome to win projects and asks four pertinent questions that can help you take the action needed to move forward.

Your consulting firm has probably encountered more resistance from prospective clients than usual over the past eight weeks. Fortunately, you can understand and overcome the elevated stumbling blocks.

The basics of winning consulting projects haven’t changed. Keep them moist and use lots of butter. No, wait. That’s for sheets of phyllo dough. To win consulting projects, your consulting firm still needs to outperform every alternative on The Six Pillars of Consulting Success.

However, the change and uncertainty that have swept the globe have also spawned two shifts in how prospects evaluate your consulting firm’s offerings.

Points covered in this article include:

• Heightened Risk Sensitivity
• Extended Time Horizon

Read the full article, Two Issues Your Consulting Firm Must Confront to Win Projects in Uncertain Times, on David’s website.