How is one person supposed to manage that? At Cardsmith, we’ve had the experience and we know it’s possible. With the right processes, discipline, and tools, you can become a highly desirable consultant with a continuous backlog of business. In other words: you can beat the octopus. Join us for a webinar on February 4th at 11 am Pacific, in which we’ll explore how to do just that. We’ll be joined by Jerry Vieira, certified management consultant and CEO & Founder of The QMP Group. Get more details and RSVP.
The Consultant’s Dilemma
If you work as an independent consultant, you understand the challenge of playing two roles at once: consultant and salesperson. It’s a uniquely frustrating cycle. First, you submerge yourself in nonstop selling and networking activity. You keep at it because you know major projects take time to land and, when you do make an inroad, there’s often a delay between when the client accepts your proposal and when they’re ready to start. Then, all of a sudden, it’s nothing but work—with no time to sell. Of course you take pride in the work and want to do the best for your client, but as you’re entangled with the massive task at hand, you’re losing sight of your business development initiatives. You’re plagued by thoughts about the future. After all, without sales, there’s no work; and without work, you can’t keep running your business. Plenty of metaphors could describe this predicament: it’s a catch-22, a vicious cycle; it’s like having your cake and eating it too; or, in economic terms, it’s about opportunity cost. But that’s an oversimplification. Independent consultancies also have to scale to remain sustainable. Truly, in order to break the cycle, you will have to take on even more roles: marketer, author, speaker, project manager… A better comparison would be wrestling with an octopus.