Old: Consulting: Complex
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New: Facilitation: Simple
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Product Focused - Prescriptive
Deliver a set of workshops or products regardless of a clients key issues |
Vs |
Client Focused - Customized
Flexibility in approach to listen to a clients key issues first and deliver a custom solution second |
Massive Networking Activity
Attend any networking event with no identified target market or purpose |
Vs |
Focused Networking Activity
Attend networking events linked to target market and develop own tribes or communities |
Feast and Famine
Project based consulting. Get busy, stop marketing and struggle when project stops |
Vs |
Growing Feast
Retainer based facilitation model. Every client engaged on long-term implementation package |
Continual search for new products
Focused on a ‘magic bullet’ solution. Bad reputation due to poor implementation |
Vs |
Focused on clients goals and needs
Deliver a proven, simple and powerful strategic approach focused on clients goals and needs |
Sales Burn out
Just do more sales activity, no clear target |
Vs
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Prospects call you
Clear niche, referrals high, prospects call you |
Outsider to the business
Not a close relationship and unable to assist and address political barriers
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Vs |
Close Advisor within the Business
Built a long-term relationship to address political barriers / implementation hurdles internally |
Consulting
Coming in with all the answers as a font of all knowledge. Difficult to leverage |
Vs |
Facilitating
Facilitating a change process to achieve clear outcomes whilst on-training clients. High leverage |
Database of contacts
Buy or very slowly build a list of prospects and send sales material to anybody.
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Vs |
Tribe / Community
Built a trusted tribe / community of advocates from their client base. Backbone to business model |
