AI Snips
Chapters
Transcript
Hiring vs Buying Decisions Differ
- Hiring decisions focus on matching skills to a role, consulting decisions focus on business outcomes.
- A consulting business case must show tangible impact and ROI for investment.
Frame Consulting Proposals Around Results
- Tell clients a results mechanism story showing how you'll get them from problem to desired outcome.
- Focus on client perceptions, not just listing skills or technical tasks.
Outcomes Reduce Client Risk
- Talking skills risks placing all risk on client, driving price down.
- Focusing on outcomes lowers client risk and allows charging higher prices.