The Most Important, Life-Changing Skills to Master as a Consultant (Webinar Summary May 2021)

On the 12th of May, 2021, I hosted the third webinar in my series titled The Most Important, Life-Changing Skills to Master as a Consultant.

My goal was to share the knowledge I've acquired over a couple of decades - much of it through trial-and-error - and help consultants be better equipped to compete in the market. Consulting is a credence business. Prospects need to trust us before they buy. In this webinar, I introduce the success pillars in consulting and the three skills needed to build the foundation.

If you didn't have a chance to attend the webinar, I've put together the resources that you can still benefit from:

1. Access to slides and the recording

  • Download the slides here
  • Watch the recording below

2. Here's a short summary of what I talked about

  • There are endless consulting opportunities out there!
  • 3 Trends you need to understand:
    • digital business development
    • 90/80 (90% of buyers will check you out, 80% get deselected immediately–no trust)
    • 60” (you only get 60” – or less - to show an abundance of trust)
  • There’s a big gap: the trends in consulting vs. the reality of what I am seeing 
  • The 2 taxes you will pay of you can't close the gap:
    • The ‘vicious loop to hell’ tax (no focus leading to uncertain future)
    • The ‘getting stuck in the default consulting model’ tax (the need to
      chase your clients because they don’t see you as THE expert)
  • Unfocused? The laws of marketing won’t work! 
  • 3 Skills you will need in the future:
    1. Courage & Mindset to focus (saying no to non-ideal prospects)
    2. Develop an Outside-In View (getting in the head of your buyer)
    3. Value Proposition Design (specific audience, specific pain, specific pain resolution)

3. These were the books I referred to during the webinar

(the hyperlinks are referring to summaries of those books in my book blogs)

4. These were the articles/resources I referred to

5. This was the technology I used (disclaimer: I have no commercial connection with these applications at all)

6. My newsletter I talked about

And if you haven't done already, subscribe for the next free webinar. Learn from what I learned in the past decade. See you soon in the webinar!


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