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Monthly tips to improve the business and practice of members of The Society for the Advancement of Consulting, LLC - Issue #103: April, 2012

  • As I've been predicting, the economy is picking up steam. Find successful and growing organizations which will invest in growth and have confidence in their future.

  • Treat yourself the way you would a client: Demand action, progress, and no equivocation. Why would you underperform your own clients?

  • Good ideas do not represent sound business potential. Ideas have to be monetized and represent value to the intended end users. A lot of people have good ideas. Very few have successful consulting practices.

  • Beware that you have more status and recognition in your trade association than you have clients who are bankable. What's wrong with that picture?

  • If you're taking longer than 24 hours to get a proposal to someone then you're unorganized, insufficiently assertive, and procrastinating at the expense of your family's future.

  • Please don't tell me that "everyone" is a prospect. "Everyone" isn't a prospect for Apple, or Coke, or Tony Robbins. Who are your highest potential buyers? Focus on them.

  • If you don't want to spend your own money to visit buyers, and you think you can establish relationships by phone to save money, you're in the wrong business.

  • The fundamental difference between successful and unsuccessful people is that the former try harder and more consistently.

  • You don't have to be stellar, a constant "10." You only have to be good enough to influence a buyer for about an hour. Don't put too much pressure on yourself.

  • Don't worry, or fret, or feel guilty. That uses up energy better employed in building your life and career. Those are totally worthless pursuits, that enervate and undermine. Take action. Imperfect action is superior to perfect worry.
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