Monthly Archives: August 2016

TNF #048: Surprise, surprise!

Welcome Professionals…

…do you like a good surprise? A nicely wrapped up birthday present or your favourite dinner cooked for you when you didn’t expect it? Winning the lottery when you haven’t even played?

Seriously, a good surprise can be nice. In private. Not in business. I don’t like to be surprised in a business context. I like to be prepared and I like to allocate my time consciously.

Yet, there are quite some people around me who seem to think that a surprise is a good idea. They like to confront a group of people with a brand new concept. They turn around a personal 1:1 meeting to a completely different topic. They show PowerPoint presentations with animated items flying in at each push of a button. Handing over each bullet point one-by-one like a little gift.

I don’t really feel entertained by these kind of surprises. I think this is inappropriate in a business environment. The attention span of every person in business is diminishing. We need to concentrate and focus. And we need to prepare properly.

Why not sending the agenda in advance? Why not sharing the document well ahead of the meeting? Why not sending a welcome note 24 hours before the introductury meeting with a short bio and some questions to be answered during the meeting.

Not a big deal? I think so, too.

Malte

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TNF #047: Special song for all consultants

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Welcome Professionals…

…today I have a special edition for you. I went to the sound studio and recorded a song that I once performed live on the BCG christmas party in 2011.

The song features scenes out of the busy life of a consultant. But, be careful: this song contains irony and even a bit of sarcasm. So don’t take it too seriously.

Have fun!

Malte

TNF #046: Don’t back off before you hear a clear “No”

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Welcome Professionals…

…sometimes we give up too early. This may be the case due to our own interpretations and assumptions. We have not heard a clear “No”, but we assume that the answer is “No”.

This week, I had an experience that inspired me to write this post as a reminder of this simple rule in sales. Never back off before you hear a clear “No”.

I have had a meeting with a client in May, who told me of a certain need. The very next day, I sent a proposal that was addressing this need. I never heard anything. I sent a reminder a few weeks later, asking for an answer. Did not hear anything back. I put it aside and forgot about it. When I reviewed my open client actions in my CRM system after the summer break in August, the open proposal came to my attention. My initial thought was: “They did not answer, so the proposal was probably not good enough.”

I was about to go to my next task when I thought twice. An unanswered email is just an unanswered email. Everything else is an interpretation. It might be correct, but it might just as well be wrong.

I sent the same proposal again to the client. Stating that I had not heard anything, yet. I asked very directly if the reason was: a) no time, b) no interest, or c) the email got lost. The reply from my client came within one hour: “Thanks for the reminder … we do it as suggested … my assistant will schedule a meeting!”

That was it! I was positively surprised and thought about the reasons for my earlier hesitation. I think it is just human that we fear rejection. We need to overcome this. The worst answer would have been that my client does not like the proposal. But then I would have had a chance to revise it.

An unanswered email is just what it is. A reason for you to get in touch with your client – again!

Stay persistent,

Malte

TNF #045: Choose status symbols wisely

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Welcome Professionals…

…let’s face it: we live in a world of status symbols. It is just human to use either obvious or more subtle signals to convey a certain message.

This also applies to the consulting world. It is worth to take a closer look and choose status symbols wisely, though. Many top management consultants earn a good amount of money at comparably young age. They also mingle with executives at a much higher seniority which also earn a good amount of money. There is a temptation to show off some of the riches and success. Mind the pitfalls. Some of the most expensive accessories may have you look rather cheap.

Everything that is communicated too directly and too obvious is to be avoided. Classical examples are the golden Rolex watch, a necktie with Hermès logos or custom made shirts with your initials stitched on the front side, usually in high contrasting colors. Loud and obvious status symbols are for wannabes.

If you want to make a statement that is more inline with the business model of a top management consultant, express a dedication to high quality and customized solutions. Just like your own products!

Keep an individual style. A custom made shirt should stand out through its superior fit, not through colourful monograms. A positive high quality signal is a good pair of welted shoes. Generally, do not wear visible logos in business attire. The ones who care for quality will notice in any case.

Talking about status symbols. A noble gesture of understatement is in most cases adviseable. We are in a service business where we want to let the client shine. And we want to put the focus on content, concepts, and ideas. Not on blinky accessories.

Happy shopping!

Malte