Chapter 3. Consulting environment

Before discussing the Seven Cs model in detail, it might be useful to compare the consultant role to that of a sailor who used to transport goods around the world. Today's commercial drivers are like the trade winds that blow towards the equator from the north-east or south-east. In the days of sailing ships, every sailor's income (and life) would depend on the trade winds to carry the ship from port to port. In the same way, your career or income is derived from the trading activities that blow through your industry.

Consulting is a trade-based operation, where the ability to sell products and services is a core competency. As such, you must be able to tune into the trade winds that blow through your particular ...

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