Finding new decision-makers who will buy from your consulting firm can seem like a daunting task. But it doesn't have to be. There's a very good chance a ready source of new decision-makers is within easy reach. You just need to connect to them using the approaches outlined in this podcast episode. Visit the original article https://www.davidafields.com/7-ways-to-find-the-easiest-buyer-for-your-consulting-services and leave your comments.

As the leader of a small consulting firm, you may occasionally (or frequently) run into a prospective client that seems to favor the idea of engaging a big, brand-name consulting firm. Other than highlighting your obviously superior chocolate gifts, how can you explain the disadvantages of large consulting firms? For starters, reminding your prospects of the points in this podcast episode. Visit the original article https://www.davidafields.com/5-defenses-against-large-consulting-firms and leave your comments.

Hooray, you've won a consulting project! Uhm... now what? What should you do within the first five minutes of winning the engagement? Within the first five days? The answers are in this podcast episode. Visit the original article https://www.davidafields.com/the-7-steps-to-take-immediately-after-your-consulting-firm-wins-a-project and leave your comments.

Ideally, your clients know what they Need and they Want your consulting firm to address their issue. But when your prospect's Wants and Needs are misaligned, then follow the L.I.F.T. approach outlined in this podcast episode. Visit the original article https://www.davidafields.com/want-vs-need-which-is-right-for-successful-consulting-firms and leave your comments.

Sometimes clients point to an undeniable business downturn as their reason for rejecting your consulting proposal. Your best response in those cases is revealed in this podcast episode. Visit the original article https://www.davidafields.com/a-consulting-prospect-says-no-because-his-business-is-down-two-opposing-responses and leave your comments.

Letting prospects know you're in high demand, your calendar is tight and your firm's dance card is full could make you look even more attractive. On the other hand, it could also put clients off. The right answer to whether you should present your firm as a scarce resource is revealed in this podcast episode. Visit the original article https://www.davidafields.com/should-your-consulting-firm-play-hard-to-get and leave your comments.

All your days are sunny and full of endless successes, laughter and joy, right? Oh, wait, you run a consulting practice and you're human... so, I guess not every day is picture perfect. Down days can have a surprisingly strong and lasting impact on your consultancy, which is why you'll want to recover quickly using the tips in this podcast episode! Visit the original article https://www.davidafields.com/rough-day-month-or-year-how-to-overcome-the-consulting-blues and leave your comments.

The most important characteristic you should look for in your prospects is, surprisingly, not at the top of most consulting firms' list. Yet, in retrospect, it will seem obvious. ("In retrospect" is after you listen to this podcast episode!) Visit the original article https://www.davidafields.com/the-1-attribute-of-every-consulting-firms-best-prospects and leave your comments.