Here's 3 questions that will reduce your consulting sales cycle by 9 weeks or more...
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But most consultants won't use them because:
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- They are too simple to use
- They are too focused on finding a need for their expertise
- They think they are too smart to do something so basic
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I'll give you the 3 questions to ask in all your calls, networking meetings and network catch-ups:
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1. What projects have been green lit for the next 18 to 24 months?
2. How confident are you they will hit the objectives set out for them?
3. What’s the impact on you if they don’t?
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And a bonus 4th:
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​If I had some ideas that might mitigate the risks of the objectives not being met on this project, would you be open to hearing them?​
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These work because they force you to consider what has already been green lit inside the other company.
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Let's be honest here...
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Most consultants don't have the skill to originate complex projects inside an organisation.
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And if they did they almost certainly don't have the cash runway to finance the time it takes to do this.
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Or the capability to deal with the significant risk of internal politics, internal capital allocation rules or even plain old personality conflicts derailing new initiatives.
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Align your consulting outcomes to projects that have already been green lit and prioritised in the company and show how you mitigate the risk that your contact is fearfull will impact them personally.
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Do this and you'll shave months off the time to revenue on consulting deals.

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