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Listening Time:

28 min

Episode 136: One Way to Lose a Consulting Deal—with Deb Zahn

You can almost taste the consulting deal. But the deal isn’t closed yet and can easily slip away.

On this week's episode of the Craft of Consulting Podcast, host Deb Zahn talks about one common way to lose a consulting deal. She explains how even the best consultants can too easily lose out on consulting engagements if they can't answer one simple client question: “How?”


Deb Zahn

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Episode Details

Prospective consulting clients need to trust that you can get them the results they want. In this episode, I talk about:

  • Identifying one of the most common ways to lose a consulting deal

  • Articulating a how that is understandable, believable, and compelling to a prospective consulting clients

  • Answering how questions clearly by preparing

  • Saying something more satisfying than “it depends”

  • Losing an engagement because prospective consulting clientsdon't believe your how answer will work

  • Making your answer compelling because it matches who they are and doesn't feel like a generic solution

  • Articulating a process that is reasonable but not unnecessarily burdensome

  • Inviting you to my Top 5 Things You Must Do to Get Consulting Clients on December 10th

For more information about Deb’s Top 5 Things You Must Do to Get Consulting Clients on December 10th:

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