Trigger Mapping: Identify What Motivates Clients To Act

It's common for organisations to delay investing in consulting projects. Why do it today when it can be done tomorrow? Embed your services into problems which are already urgent.

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Why Strategy Projects Are Often Put On Hold

A problem with many consulting projects is that they’re anytime projects.

It’s a little like replacing your carpet.

Sure, you could do it tomorrow….or in a week, month, year, etc. There’s not much urgency in doing it today.

You know it’s a lot of work and you must do it sometime, so why not put it off?

I’d guesstimate around 50% of the inquiries we get are for anytime projects. This is especially true on the strategy side. Yes, they want to improve their [x], but there’s no apparent reason to do it today.

The problem with this is that ‘anytime’ projects are famously likely to be stalled, cancelled, or experience prolonged bouts of ‘too busy to work on this right now’ from your clien…