From the course: Consulting Professional Weekly Tips
Unlock this course with a free trial
Join today to access over 22,700 courses taught by industry experts.
Overcoming new vendor requirements
From the course: Consulting Professional Weekly Tips
Overcoming new vendor requirements
- Big companies have big expectations of little companies like yours. They may want excessive amounts of insurance, complex security and safety procedures, ominous employee screening programs, and other requirements you're not equipped to handle. It's okay to ask for exceptions to these policies. You can get them if you can show how the big requirement isn't applicable to the work that your small firm does. I had one client that wanted us to provide $5 million worth of liability insurance. That was ridiculous given we only do onsite training programs that last about a day. When I pointed out how that requirement was too big relative to the work that we do, they were amenable to reducing that amount to a million dollars of liability insurance. I had another client who said, "We want a rigorous non-compete in place." They listed out all the companies we would no longer be able to serve. A lot of them were existing clients of ours. We pushed back on the requirement and said it didn't…
Contents
-
-
-
(Locked)
Differentiating your consulting business2m 9s
-
(Locked)
Staying connected with clients1m 52s
-
(Locked)
Scaling up from individual to team1m 55s
-
Pricing matters2m 9s
-
(Locked)
Sell the services, not the person2m 22s
-
(Locked)
Document discipline2m 32s
-
(Locked)
Staying on top of current trends1m 27s
-
(Locked)
See every interaction as an opportunity2m
-
(Locked)
Pick partners carefully2m 3s
-
(Locked)
Take time off2m 15s
-
(Locked)
Use partnership agreements2m 36s
-
(Locked)
Join loyalty programs2m 21s
-
(Locked)
The power of blogging1m 45s
-
(Locked)
Picking a salesperson1m 44s
-
(Locked)
Writing a book or white paper1m 34s
-
Selling to big companies when you're new1m 43s
-
(Locked)
Overcoming new vendor requirements1m 43s
-
(Locked)
Getting to the decision maker1m 21s
-
(Locked)
Set up a tax reserve account1m 33s
-
(Locked)
Sales tip: Hey, I'm in the neighborhood1m 48s
-
(Locked)
How to set pricing for hourly work1m 51s
-
(Locked)
Serving a past employer as an SME1m 28s
-
(Locked)
Create a standard proposal1m 38s
-
(Locked)
Respecting copyrights2m 36s
-
(Locked)
Compensating salespeople1m 58s
-
Work product vs. intellectual property2m 19s
-
(Locked)
Be a Connector1m 53s
-
(Locked)
Build referral relationships2m 30s
-
(Locked)
Roll back to different relationships1m 32s
-
(Locked)
Make time for sales2m 16s
-
(Locked)
Maintaining your brand2m 33s
-
(Locked)
Protect client confidentiality1m 29s
-
(Locked)
Find mentors and advisors2m 21s
-
(Locked)
Poaching client employees or customers2m 5s
-
(Locked)
How to set pricing for a project2m 7s
-
(Locked)
Attending networking events1m 53s
-
(Locked)
Stay away from buzzwords1m 49s
-
(Locked)
Use a standard services agreement1m 50s
-
(Locked)
Beware of RFPs2m
-
(Locked)
Keeping control of a meeting3m 12s
-
(Locked)
Know when a project is about to end1m 22s
-
(Locked)
The challenge of working from home1m 52s
-
(Locked)
Expanding opportunities versus zero-sum1m 55s
-
(Locked)
Manage your calendar rigorously2m 13s
-
(Locked)
Let clients have good ideas1m 33s
-
(Locked)
Challenge your team2m 25s
-
(Locked)
Don't be a coworking jerk1m 40s
-
(Locked)
Get paid for scope changes1m 46s
-
(Locked)
To join or not join professional groups1m 56s
-
(Locked)
Saving for your future in the USA1m 20s
-
(Locked)
Will you do implementation?1m 38s
-
(Locked)
A lifestyle vs. a legacy1m 39s
-
(Locked)