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Q&A articles originally published on the top-consultant web site…

Articles are continually being added to this site and will shortly be brought up to date.


Back to the Future
In technical or management consultancy, trying to get a client to change his or her mind can be risky. Changing the time-frame is one way to avoid confrontation. Read on…

How to get clients to take responsibility
Sometimes clients look for ways to avoid taking responsibility. How do you deal with those who would stand by and let you do all the work? Read on…

How to identify and deal with problem clients
Some clients are like stars; they shine and give out energy. A pleasure to work with, they are generous with positive feedback and praise. Others are like black holes. You can deliver excellent service and outstanding results, but they suck everything in without ever giving anything out. How do you cope with the bad guys? Read on…

How to make a conference presentation work for you
Conferences allow you to speak directly to your target audience enhanced by the authority of the event. But without careful preparation it is easy to waste the opportunity. Read on…

How to pick clients
Choosing clients that are going to help build a healthy future is important for firms and individual consultants. There are strategies to be learned from Napoleonic surgeons and cynical psychiatrists. Read on…

It’s not a rehearsal. Wait… it might be.
The first call from a big potential client can be flattering and exciting, but it is important not to assume that their current concerns amount to the need for a major project. Read on…

Stop pushing
It is one thing to offer sound advice, quite another to get a client to act on it. Taking the pressure off is more likely to succeed than adding more. Read on…

When to play your quiet inner voice like a broken record
Expressing stress to a client can be fatal to the project, and habitually suppressing it can lead to rapid burnout. How do you clear the ground so you can face the client with confidence? Read on…