Identifying Prospects and Developing Proposals

Finding and Engaging with a Client

The consulting business is built on relationships that are based on integrity and trust. Relationships take time to develop and can’t be rushed but they can be purposely developed.

Consultants seek relationships with individuals, business leaders, and influencers in the consultant’s field of expertise. Some of this is the result of cold calling and making an introduction.

A successful cold call usually allows the consultant to learn more about a business and challenges it faces. Sometimes a cold call does result in a business manager seeking advice and asking for some assistance. This is not the norm. Usually developing a consultant-client relationship ...

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