If you do not yet realize that consulting is 80% relationships and 20% technical capability then you are in the wrong game.
If you put as much time in to creating and holding commercial relationships as you did into the methodologies you are drilling down further and further into, then you will sell more.
Summary point: Commercial relationships have at their foundation. Trust that you can deliver what you say you will, and that you are a decent human being to deal with.
This is not nepotism; it is wise business judgment. If I have a known quantity that will be able to help me – why should I look anywhere else?
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