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Listening Time:

22 min

Episode 233: Solving a Consulting Business Pipeline Crisis—with Deb Zahn

What can you do if you suddenly find yourself with an empty consulting business pipeline and no income coming in?

In this Craft of Consulting Podcast episode, I talk about strategies and actions that make the most snese when you need consulting business fast.


Deb Zahn

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Episode Details

In this episode, I talk about:

  • Having a helpful mindset when your pipeline becomes empty

  • Avoiding panic action or paralyzed panic

  • Judging all strategies and action by that shortest time to contract

  • Responding to your situation as a crisis

  • Leaning into what will likely work the fastest

  • Giving yourself permission to not do other things

  • Going where there is already demand

  • Being especially prepared if you get discovery meetings

  • Doing business development every day when you have an empty pipeline

  • Adopting a “get ‘er done” approach

  • Letting go of worries about too much consulting business coming in

  • Bring willing to do less than ideal work

  • Arranging payment terms that help you solve cash flow

  • Recognizing that a crisis is a terrible thing to waste

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