Richard Millington - Indispensable Consulting

Richard Millington - Indispensable Consulting

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Clients Aren't Buying You, They're Buying Your Story
You should have an origin story which makes you a superhero in the eyes of prospective clients. Uncover it, shape it, and tell it frequently using a few…
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Richard Millington
You Should Know How Organisations Really Make Big Decisions
The most successful consultants recognise that organisations are irrational and they can build a multi-level case that works on every layer of that…
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Richard Millington
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The 'Zero In' Technique: How Top Consultants Negotiate Fees
Don't leave yourself or your prospective clients in the dark about what you charge. Update them on every step of the journey and avoid wasting time on…
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Richard Millington
1
"So, Have You Worked With Clients Like Us Before?"
Master the SHARP framework to address client questions about your past experience. This approach will help you turn potential doubts into genuine trust…
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Richard Millington
Metric Matching: Align Your Services To Metrics Contacts Care About
I've noticed many consultants pitch their services at the wrong level. You need to ensure you're framing your service to match the contact's metrics and…
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Richard Millington
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…
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Richard Millington
Beyond The Niche: How To Package And Position Your Consulting Services
How you describe your services matters as much as the service itself. Your words and language will significantly enhance or devalue how a client thinks…
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Richard Millington
The Somewhat Secret Things We Do To Attract Enterprise Clients
Attract enterprise clients by solving niche problems with research-driven content, catchy terms, and credible case studies. Focus on specificity and…
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Richard Millington
5
If You Can't Answer This Question; Clients Won't Hire You
The definitive way to answer the question which causes plenty of prospective consulting projects to falter.
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Richard Millington
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The Rotten Opportunities Checklist: How To Tell If Someone Is Wasting Your Time
Any time you spend pursuing bad opportunities is time you can't spend attracting better opportunities. Use our checklist to evaluate your opportunities.
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Richard Millington
You Should Probably Turn Down Vendor Referral Fees
Most consultants, if approached, accept referral fees. That's often a bad idea. You have far more to gain by not accepting vendor referral fees for…
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Richard Millington
Rejection Autopsy: Proactively Seek Out Improvement
The most infuriating part of being an independent consultant can also be the source of your best growth - but you have to do it right.
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Richard Millington
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