Episode 90: Using a Human-Centered Approach to Get the Right Consulting Clients—with Mike Biggs

In this Craft of Consulting podcast episode, we delve into how to use a human-centered approach to get more of the right consulting clients as well as ensure you are in sync with what the client truly needs.​ We also walk through the three priorities and risks consultants need to pay attention to when you're talking with prospective clients.

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My guest in this week's episode, Mike Bigg's (aka, The Consultant's Consultant) is an expert in this approach. He works with technical leaders and sales consultants to help them apply a human-centered approach when seeking consulting business and consulting itself. 

TODAY'S

GUEST

Mike Biggs

Mike Biggs knows that humans make decisions about who to hire; what an engagement should be; and, knowing that, how to use a human-centered approach to your advantage. In this episode, we talk about:

• Being behind the scenes as the person helping roughly 1,500 consultants use a human-centered approach to be the best consultants for their clients
   

• Providing trainings, workshops, and coaching to other consultants on this approach
   

• Recognizing the priorities for consultants when engaging with a prospective client
   

• Deciding if you want to and can go on a good journey together with a client
   

• Determining if you can truly help the prospective client and if they interested in working the way you want to work
   

• Recognizing when a good-enough fit is as good as a perfect fit
   

• Assessing if the timeline, terms, and budget are going to work
   

• Looking for shared values and similar attitudes and understandings to approaching risk
   

• Using stories and narratives to get at underlying Issues and needs
   

• Avoiding downplaying or dismissing what clients know
   

• Digging deep into what a human-centered approach means
   

• Avoiding polluting your long-term relationships, building with transactional hassles, and trying to sell what clients don’t really need

More about Mike: www.mikebiggs.com.au

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