In consulting projects, a buyer's change in roles, responsibilities, or organizations can have a huge impact. In this video, learn how to navigate a changing relationship with your buyer and still keep your consulting project on track.
- When your buyer rings you up and says,…"I got promoted," or "I'm quitting,"…or "I'm pregnant," or "I just got fired,"…it means change is coming.…And when you're in the middle of a consulting project…or even in the middle of trying to close a consulting deal,…you might feel a surge of fear,…even if the change is good news.…This happened to us a year or so ago.…We had a buyer who was a director…at a major telecom company.…The deal was sold…and we were in the middle of implementation…when he called me and Lisa into his office…to tell us that he got promoted.…
I was so happy for him.…He was a great guy and he really deserved it.…But I also literally felt…like we got broken up (laughs) with…and all I could think of,…what's gonna happen to our project now?…Lisa and I were both pretty tactful when he told us,…but it could've been a lot better.…Here's what I wish I knew.…First, when they tell you,…express the emotion that they need to hear.…This change is way bigger for your buyer than it is for you,…even if it doesn't feel like it right now.…
- Determine the best self-positioning statement for you.
- Explain how to establish the value.
- Describe how to hold a kickoff meeting.
- Summarize the importance of a wrap meeting.
- Explain how to navigate changing relationships.
- Recognize the value of an internal referral.