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Monthly tips to improve the business and practice of members of The Society for the Advancement of Consulting, LLC - Issue #93: June, 2011

Tipping points: How to tell at what junctures your progress to close business may be in jeopardy.
  1. Have you found a true economic buyer and are you sure of it or are you merely guessing?

  2. Have you established a trusting relationship or are you rushing to “get the business”?

  3. Have you established objectives which are business outcomes and not merely deliverables?

  4. Have you established metrics which are indicators of progress that you and the buyer can see and hear?

  5. Have you established the value of meeting the objectives which are at least partially and clearly attributed to your intervention?

  6. Have you reviewed steps 3-to-5 to ensure you have conceptual agreement with a real buyer?

  7. Have you submitted a proposal containing options and not merely a “take it or leave it” alternative?

  8. Did you send the proposal within 24 hours of your conceptual agreement electronically and/or by overnight hard copy?

  9. Did you establish a definitive time, date, and next step to discuss the proposal within the next few days?

  10. If you were successful, did you start the project as quickly as possible?

  11. If you weren’t successful, did you find out why you were not?
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