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Monthly tips to improve the business and practice of members of The Society for the Advancement of Consulting, LLC - Issue #39: December, 2006

Monthly tips to improve the business and practice of members of the Society for Advancement of Consulting, LLC
  • STOP talking about methodology. No one cares. Your family is bored, your colleagues have their own methodology, and your prospects need their conditions improved.
  • Have you considered putting brief video clips of your clients providing testimonials, or even of your work on a client site, on your web site?
  • The quickest way I know to establish a substantive conversation with a buyer is to create a graphic or example which involves the buyer in the diagnosis of his or her own condition. (For example, "Which of these quadrants are you in?" or "Where do you fit on this continuum?")
  • As a general rule, listen to feedback from people who are doing better than you and have done what you're doing. Be wary of feedback from people not doing as well as you, and ignore all feedback from people who have never done what you're doing
  • Going into the new year, change three things that are driving you crazy and over which you have total control, e.g., your filing system, your telephone features, your follow-up method, your printing vender, etc.
  • If there was something you really wanted to accomplish last year but didn't, simply scheduling it again isn't going to help. Find out why, exactly, it didn't happen, and work to remove the obstacles, both physical and mental.
  • Stop sweating the small stuff. Expenditures under $500 are a cost of doing business, and spending $5,000 of your time and energy to reduce $500 to $375 makes zero sense.
  • Next year, try paying yourself first. Take 10% (or whatever) of every fee and put it in a separate account to be tapped only for investment, vacation, major purchase, etc.
  • If you're facing big tax bills, make estimated payments during the year and don't take huge salary checks if you can help it, thus avoiding other kinds of payroll taxes.

If you want to publish a book, get Jeff Herman's "Guide to Book Publishers, Editors, and Literary Agents, 2007." It's a wonderful resource.

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