Client management

Negotiating makes up one of the most essential skills in consulting. If you hone your negotiation skills, you may actually wind up with a more successful practice than someone who’s brilliant in their work. Consulting fee negotiation may be the most obvious (and financially rewarding) skill to pick up, but it’s far from the only […]

Via Daniel Miessler’s blog, I found this humorous story about how he once offended a client (link expired): I was at a client recently who’s (sic) business is providing electricity to a local city. We were trying to figure out what caused a piece of hardware to fail and as I was going over options in

Choosing a CRM (customer relationship management system) for a small business can be a daunting task. Small business CRM systems can be off-the-shelf, customized, hosted or hybrid.  Mid-market companies tend to choose hosted CRM systems so they can get best-of-breed systems at an affordable price, without the tech support headaches. But, for smaller businesses, such

Like anyone else, I have some flaws. And one of my biggest consulting flaws is my struggle with turning down work. Even when I’m buried in projects, I have a hard time saying no to more work. Why it’s hard to turn down work: Consultants tend to run through feast or famine work cycles. Since

Ready for New Year’s Eve yet? I’m still taking a break. To help next year get off to the right start, take a look at my post on managing client behavior. Also check out my posts on starting your own consulting business and why you should become a consultant. "Featured article: managing client behavior" from Become