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Monthly tips to improve the business and practice of members of The Society for the Advancement of Consulting, LLC - Issue #84: September, 2010

  • If you're facilitating, understand that if you're also providing intellectual capital, and not merely serving as a traffic cop, you're of far more value and your fees should reflect that.

  • Consensus makes sense, unanimity does not. Consensus is something you can live with, not necessarily something you'd die for.

  • When you abandon the buyer to work solely with subordinates, you've jumped off the ship into shark-infested waters.

  • Summarizing what you've heard often provides tremendous value to the listeners. Simple as that.

  • Get your buyer's direct line, mobile number, and personal email. You'd provide that to the buyer, wouldn't you?

  • How to tell good HR from bad:

    Good HR: Let me put a meeting together with the top executive in that area.
    Bad HR: I'm tasked to do this and everything goes through me. (Fine, here's a spear.)

  • Your credentials are never as important as your examples.

  • Look successful, but don't show off. "That's a nice watch" deserves a "Thank you!" but not, "It once belonged to the Grand Duke of Montenegro/Hoffstein and cost me a bundle!"

  • It's September. Have you produced tangible, salable intellectual property thus far this year?

  • Are you planning your vacations for next year and getting them on your calendar?
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