“Innovate, advise, deliver.” These verbs, action words, are key to the Enlightened brand. It’s what Enlightened does. The goal of this seminar is to exchange ideas about the specific things we can do at the engagement site to ensure that our clients see us as true consultants, that is, trusted business advisors and not simply contractors. Clients hand work to contractors; true consultants hand ideas to their clients. In order to play that role:
Example: I’m Dale Smith with Enlightened. I have a unique combination of skills both in business process reengineering and cybersecurity. One of my most recent projects involved a major re-alignment of cyber security assets for a major bank. I’m eager to work with you and other clients at the Department of State, as I am a firm believer in the power of diplomacy.
Key Parts: Who you are, What you can do, What you have done, Why you are here, Who you are as a person.
Client: “We have a lot going on, and not enough time to get everything done.”
Consultant: “We see that a lot. What seems to be the most pressing issue?”
Consultant: Briefly re-state the issue in terms of the ideas and solutions you will offer, e.g., “We find that ________________ is often because of _________________.
We tend to approach that by:
Listen to and overcome objections. The client should do most of the talking. Restate their problem and your solution(s), then set up a follow-up meeting focused on the idea(s) that seemed most appealing.