There are many reasons clients hire consultants. Knowing and understanding them all helps tremendously in business development. A key one certainly is the ability to get things done, especially in a project setting.
But there are others. Expertise and knowledge is one. As is trusted advice and good ideas. As is using you as a possible scapegoat for organizational change. And there are more
Qualifying in the business development process includes determining what each prospect is really looking for
There are many reasons clients hire consultants. Knowing and understanding them all helps tremendously in business development. A key one certainly is the ability to get things done, especially in a project setting.
But there are others. Expertise and knowledge is one. As is trusted advice and good ideas. As is using you as a possible scapegoat for organizational change. And there are more
Qualifying in the business development process includes determining what each prospect is really looking for