SEVENWho You Need to Be

Hopefully by now you have a better appreciation for the work that is involved in becoming a successful advanced consultant. None of that will matter if you aren’t the right person for the job.

In the first chapter, I presented the framework for earning trust at the highest level. As a part of that discussion, I wrote about the importance of building relationships as you sell and perform the work. This chapter is more about the person within, who inevitably shines through after some period of time. Few of us can maintain a false appearance for an extended duration. If we aren’t really enjoying our work, our clients will begin to pick it up. If we aren’t happy, engaged, resilient, curious, and humble, the vibe with the client ...

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