What are the two most important success factors that I keep in mind attention to get a consulting contract the day after tomorrow?
- Urgent need
- Staff shortages
These are by far the most important factors, without which I won’t even enter into a conversation with a decision-maker. What is an urgent need? A quick example: my consultation is about the reduction of procurement costs. Who urgently needs help reducing costs now? For example, companies that are reducing staff or are implementing large IT projects. Who has staff shortages? Examples are companies in which the Chief Financial Officer (CFO) is also Head of IT and Human Resources, besides his financial duties. This person hardly has time for new projects.
What do we learn from this?
If you want to score a consulting contract the day after tomorrow, there must be an urgent need and staff shortages. This information can be found in many publicly accessible sources. With this, you have important reference points for starting a conversation.
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