Consultants, contingency plans

The fancy phrases are “contingency plan” or “business continuity.”  A year ago – if you were mature and prescient enough, you would have called it “scenario planning”. For now, it’s shocking and disorienting. In my...

Proposal advice from seasoned consultants

Proposals are the life blood of any professional services, consulting firm.  As Peter Drucker said, the purpose of business is to create a customer.  In professional services, easier said that done. Customers don’t always know with clarity what they want, who...

Proposal = Answered Questions

It’s the beginning of the year and firms are lining up their projects and consultants. Proposals and statements of work are getting written and signed. My students (management consulting class M 10-1pm) have a proposal-writing assignment due, here’s what I...

SOW: How detailed?

Had statements of work (SoW) on my mind a lot. Writing some, fulfilling others. What you put in a SOW will affect the quality of your life. Do it well.  For the consulting finders, proposals and SOW are the lifeblood of business development. If a fisher, these are...