An unconventional client retention strategy

Andrea Howe
Category : Client relationships, Consulting September 19, 2012
Most people usually don’t think of empathy as having much business value. In fact, you might think if you start empathizing with your clients, you’ll lose your edge; you’ll appear “soft;” you’ll lose business. Here’s a compelling story* about a global firm that turned that conventional wisdom on its ear and transformed a big loss into a big win.

4 behaviors that help delivery people be better business developers

Andrea Howe
Category : Consulting, Sales and BD Mastery April 25, 2012
It’s an age-old challenge in the consulting industry: how to get your delivery people to develop more business. After all, who’s in a better position to bring in more work than the people who labor side-by-side with the client? But first there are barriers to break through. Read on for four specific strategies that will help your delivery people execute on both project plans and business development plans.

Story Time: how one conversation changed everything

Andrea Howe
Category : Client relationships, Consulting April 17, 2012
Our Story Time series brings you real, personal examples from business life that shed light on specific ways to lead with trust. Our last story told a tale of risky business. Today’s anecdote zeroes in on the importance of being willing to interrupt the status quo.

Why I got rid of my office daddy

Andrea Howe
Category : Consulting, Sales and BD Mastery November 29, 2011
It was a little over 15 years ago when I landed my first big meeting with a very big prospect. I cold-called him via FAX (hey, it was the early 90s). He was a government executive whose name appeared on book covers and in lights at conferences. I was 26 years old, working for an IT consulting firm with a substantial government practice. I wasn’t a business developer; I was just an eager consultant—a newbie—with an idea.

“Consult this” consults us

Andrea Howe
Category : Consulting, Trusted advisorship November 22, 2011
Charlie Green and I recently recorded a podcast interview with Mike McLaughlin on the subject of trust and professional services. We covered a lot of ground in 16 minutes, including the one piece of advice we’d each give consultants about building trust with clients.

Real people, real trust: what trust-based strategy consulting looks, feels, and sounds like

Andrea Howe
Category : Consulting, Trusted advisorship October 24, 2011
Janet Andrews is a senior-level consultant at SRA’s Touchstone Consulting Group, a strategy and management-consulting firm. Janet spends her days running from one U.S. federal government building to the next, working with executives on issues of national interest. Discover Janet’s six tips for building trust-based relationships while getting the job done.

Consulting and the Art of Self-deprecation

Andrea Howe
Category : Consulting April 28, 2009
According to Wikipedia, comedians use self-deprecating humor “to avoid seeming arrogant or pompous and to help the audience identify with them.” Sounds like a good strategy for anyone looking to build trust and rapport with another human being. Sounds like an especially good strategy for anyone in the consulting profession.

For consultants who facilitate: dealing with group dynamics

Andrea Howe
Category : Consulting September 17, 2008

We just completed our second delivery of BossaNova’s Advanced Facilitation Skills for Consultants program. We saw once again that a consultant’s biggest fear when it comes to facilitating client events is, hands-down, dealing with difficult group dynamics – you know, managing the client who’s overly talkative, highly argumentative, prone to ramble, stubbornly skeptical, and the like.

11 rules to consult by

Andrea Howe
Category : Consulting February 27, 2008

We were recently asked to create a Consulting 101 for a group of IT executives at a very big company. In today’s blog, we share the eleven “Rules to Consult By”, a distilled list that represents what the best of the best in consulting practice on a regular basis. Here we’ve turned it into a short self-assessment. See how you do! Be honest.

Consulting and the art of self-deprecation

Andrea Howe
Category : Consulting November 29, 2007

Today’s blog brings humor to your desktop (or PDA), along with some perspective on what consultants can learn from comedians.

According to Wikipedia.com, comedians use self-deprecating humor “to avoid seeming arrogant or pompous and to help the audience identify with them.” Sounds like a good strategy for anyone looking to build trust and rapport with another human being. Sounds like an especially good strategy for anyone in the consulting profession. Ask any client who has worked with consultants over the years – they’ll have at least a few horror stories to tell about the Big Important Expert they hired. That creates messes we are all left to clean up.


Contact us | Subscribe