9 “Whys” Every Consulting Leader Should Master
The article urges consulting leaders to adopt a childlike curiosity by mastering a set of strategic "Why" questions during discovery. It outlines eight core "Whys"—from "Why now?" to "Why not?"—that help uncover urgency, justify investment, clarify fit, and surface risks. By embedding these queries in Context Discussions, firms can engage prospects, shape project scope, and position themselves as the obvious choice. The piece also invites readers to add their own tailored "Why" to the framework.
Lost a Consulting Opportunity? What Really Went Wrong
The article offers a practical framework for consulting firms to diagnose why a proposal was lost. It presents two sets of post‑loss questions—one to evaluate the firm’s business‑development process and another to assess prospect‑related factors. By answering these questions, firms...
Should Your Consulting Firm Travel to This Prospect? (The Answer)
Consulting firms often wrestle with whether to spend a day’s travel to meet a prospect in person. The article proposes a simple decision framework: projects over $1 million automatically merit a visit, while those under $100,000 do not. For six‑figure opportunities,...
Why Chasing Your Consulting Clients’ Top Priority Backfires
Consulting firms often chase a prospect’s headline priority, assuming it will secure a deal. The article argues this strategy backfires because senior leaders are rarely the direct buyers and their top issues are already being addressed. Instead, firms should target...