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Monthly tips to improve the business and practice of members of The Society for the Advancement of Consulting, LLC - Issue #70: July, 2009

Monthly tips to improve the business and practice of members of the Society for Advancement of Consulting, LLC

Ten statements and questions to get a "stunned silence" and convince a buyer to listen to you:

  1. I've worked with quite a few clients who are top-flight like you in order to create stretch growth goals since there was no competition forcing them to be better, and they were concerned about complacency.
  2. What percentage of your staff's time is spend on innovation as compared to problem solving? Most executives don't know, yet this is one of the keys to productivity and growth.
  3. If you're spending even an hour a week playing "referee" among warring camps and interests, you have a significant productivity drain throughout the organization.
  4. You're doing a lot of team building, I'm guessing, yet you have far more committees than you do teams. What are you doing for them?
  5. When was the last time you personally talked privately to front-line employees and learned something new?
  6. Do you have a formal backup, who has met the client, for every key client contact in the event that key personnel abruptly depart?
  7. How often do you personally read customer complaints or feedback that is not filtered by subordinates and people who think they're doing you a favor?
  8. What percentage of your employees-or even your key personnel-could readily and accurately state the mission statement of the organization?
  9. To what degree are you holding key people responsible for multi-year plans and strategy?
  10. How are career development and succession planning "married" here so that you have development consistent with your strategic needs?
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