I talk to a lot of consultants and coaches to keep a good finger on the pulse of what’s happening in the corporate market. The latest trend with the recent slew of corporate layoffs, often targeting very skilled but also expensive Gen X talent, is for these folks to hang a shingle out as a consultant, either as a temporary stop gap during their often-lengthy job search, or as their next career pivot. It’s not an uncommon strategy during economic … Read more…
We all know that a coaching practice with a steady stream of referrals is key to a sustainable, easeful business. A frequent question I get from coaches is, “How do I get more referrals?” While there are many strategies for asking for referrals, getting referrals that turn into great clients is more of an art than a science. So, if you want more referrals, here are some things to consider about the art of referrals: 1) A client will only … Read more…
It’s not uncommon for a prospect to say, “I can’t afford that” or “We don’t have the budget for that” when it’s decision time. The truth is, many organizations don’t specifically budget for coaching—and most of our individual clients don’t either. And we know that budgets are getting tighter in this economic climate. But that doesn’t mean people won’t find the money to work with us—if our work feels essential and the value we bring clearly exceeds the investment. And … Read more…
When the economy is in flux or experiencing a downturn, services that aren’t considered essential often get put on hold or cut. It’s a natural way for organizations to try to weather the storm. The unfortunate truth is that decision-makers often don’t realize the true impact of those cuts until after they’ve made them. Sometimes the consequences are immediate. Other times, they unfold slowly over several months. Right now, we’re witnessing essential services being cut all around us—simply because their … Read more…
Developing a relationship with a new organization can be a time-intensive endeavor but is one that can absolutely pay off for years to come. In my experience, the first engagement with an organization is usually the least profitable because you need to invest time and energy into building relationship(s), understanding dynamics and various stakeholders, and learning the lay of the land. Once you have had a successful engagement with very satisfied stakeholders, however, referrals within the organization can take off … Read more…
In August I wrote an article entitled “Getting in Front of Decision Makers” where I talked about the three primary conversations that help us generate business. As a reminder, they are: 1) Discovery/Enrollment Conversations — These conversations are for when someone has expressed a need and wants to explore working with you. If you missed this article, I detail how to do this effectively. (Hint—pitching your services isn’t it!) 2) Strategic Alliance Conversations — There are many types of Strategic Alliance … Read more…
