From the category archives:

Building Your Practice

30 Second Launch Pad: Focus, focus, focus

May 13, 2010

Ed Callahan is a Philadelphia-area EOS implementer who helps organizations clarify, simplify, and implement their visions.  For more information on Ed or to contact him, click on his LinkedIn profile, read his Stay Focused blog, or go to his website.    What do you know today that you wish you knew when you were starting out?  Match your [...]

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Assess your value to a client before they do

May 12, 2010

Networking and sales prospecting will only get you so far.  At some point, you need to convince a potential client that you will provide value that exceeds what they’re paying you (i.e., ROI).  Whether you’re responding to an RFP or meeting with the prospective client to discuss their needs, you should be trying to figure [...]

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Five ways to get more business from LinkedIn

May 11, 2010

LinkedIn is probably best known for helping business people network to find jobs.  But many successful consultants are finding that their LinkedIn network can also be a great source of new business.  Here are a few ways you can find new clients: Request targeted recommendations.  Take your list of core competencies and ask people you’ve worked [...]

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What’s your core competency?

May 10, 2010

What makes you different?  It’s a question individuals and organizations often struggle to answer effectively.  Why should someone hire you over your competition? C.K. Prahalad and Gary Hamel wrote an oft-downloaded article for the Harvard Business Review back in 1990 on defining your competitive advantage.  Core competency, elevator speech, value proposition, secret sauce — the concept [...]

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