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In my opinion regularly assessing your skills and value proposition, ideally twice a year and before every major new engagement, is essential. Identifying strengths, integrating knowledgebase from previous experiences and assessing change are crucial. The proactive approach will allow you to make informed changes, gain client confidence, and consistently deliver high-quality results.

Embora atribuam essa frase ao filósofo Sócrates, ela já estava inscrita no Templo de Delfos 400 anos antes da passagem do filósofo grego. Ou seja, um conceito que dura cerca de 3.000 anos como verdade é transcendental. Conhecer sua forças e fraquezas, aceitando suas dificuldades para corrigenda e potencializando exponencialmente suas virtudes e a forma de crescer, evoluir e valorizar-se. Mas tudo isso para primeiro pela aceitação, através de perguntas de sabedoria, como: • quais habilidade tenho e quais me faltam? • que recursos domino e quais preciso desenvolver? • e tantas outras que seguem a mesma premissa

Companies don't hire a consultant for 2 reasons: They feel consultants do not understand the context of the market that these companies operate in, and secondly they feel consultants will not roll up their sleeves and execute. This is where you need to differentiate yourself as not just a "What and Why" person, but also a "When and how" person. Founders respect that. Secondly, everyone is good at telling what they have done in the past with XYZ company for ABC growth. But can you truly extract your learnings from that and apply it within the market / industry / customer context of this problem that the founder is solving, and why does it make sense. That's what differentiates you. Well articulated cold DMs to founders work very well.

Working as a consultant means 'you' are the product and knowing the product well is key to be able to sell it. Thus knowing oneself is non negotiable. One should know the benefits he/she can bring to the potential client and also how these can be put to use in meeting the Client needs. Without the above the whole discussion with the client is a non-starter.

At Etikway, understanding our core strengths has been key to our success. We meticulously assessed our skills, experience, and unique approach in sustainable fashion, identifying what sets us apart. Our deep knowledge of eco-friendly materials, like corn waste, and the innovative integration of blockchain technology for transparency, forms the backbone of our value proposition. This self-awareness empowers us to present our offerings compellingly, addressing the specific needs and aspirations of our eco-conscious clients. By confidently knowing our worth, we ensure our message is not just heard, but truly resonates and inspires.

Na intersecção de seus talentos únicos com as necessidades do mundo encontra-se a sua vocação. Desenvolver sua Master Idea, estabelecer seu posicionamento de mercado, valorizar seus atributos únicos ou diferenciais, e comunicar isso de forma congruente aos interesses do seu público.

Focus on understanding what your potential clients need and what problems they are facing. Talk to them to learn about their specific issues and goals. Then, customize your services to solve their particular problems. By showing that you understand and can address their needs, you position yourself as the best consultant to help them succeed..

Be clear about what you bring to the table. Be willing to be accountable for outcomes. Be fair in assessing the prospect businesses strengths and weaknesses. Be honest with yourself and the prospect. The idea is to add value to the client and in the process add value to yourself.

Understanding the current state and the target state helps you determine the gap (gap analysis). Building solutions that best address those gaps and will help the person / organization achieve that desired state. This builds trust and fosters a strong relationship.

As a consultant you are trying to solve a problem which client is unable to, within themselves. They may be confused or do not know how to approach the matter at hand. If one has to solve it , he needs to have a high level of understanding of the issues and the approach to resolving the issue. Without clarity one cannot solve one's own problems leave alone other's.

Autenticidade, objetividade e concisão. A clareza no conteúdo e na forma, no meio e na mensagem, farão com que o seu prospect compreenda qual a sua real proposta de trabalho, as entregas de benefícios e as vantagens tangíveis e intangíveis de seus serviços.

Ser conciso, hablar lo más claro posible, no enrede ni se enrede usted mismo, sea amable en su comunicación y haga sentir cercano a su cliente, esto genera confianza y le dará clientes potenciales.

Consultation is not an easy profession unlike what many thinks. The challenge is to approach the issues from clients perspective and try to solve what clients need and not what Consultant has understand. The issues get complicated when Client is not clear of desired outcome and there are multiple stakeholders not on the same wavelength. One good approach is to document your understanding and get the acceptance of Client preferably in writing. Regular communication also helps to do course corrections and avoid unpleasant experiences.

Clear understanding of client's problem and clarity in alignment of your proposed solutions and the benefits the client is looking for, are the ingredients of a successful value proposition pitch deck.

Las historias de éxito y los resultados comprobados son herramientas poderosas para demostrar nuestra capacidad y generar confianza. Compartir ejemplos concretos de cómo hemos ayudado a clientes a alcanzar sus objetivos no solo valida nuestro trabajo, sino que también permite que los clientes potenciales se identifiquen y visualicen los beneficios de nuestros servicios. ¡Mostrar el impacto real siempre será más efectivo que solo decirlo!

Testemunhais, cases, atestados de qualidade técnica, números de resultados, entre tantos outros gatilhos auxiliam a tangibilizar aquilo que você oferecer como consultor. Da mesma forma, artigos, videos, metodologias e sistemáticas auxiliam na sua qualificação como profissional de confiança e credibilidade.

El cliente compra lo que ve. Así que en una presentación de propuesta de valor, el discurso debe centrarse no solo en los atributos sino en compartir experiencias con otros clientes y explicar cómo la propuesta ahorró o generó ingresos. Detallar los beneficios generados a otros clientes, inclusive ofrecer un encuentro con clientes actuales para persuadir al prospecto.

Reflecting on my professional journey, one impactful success story comes to mind: assisting a mid-sized company with strategic alignment and operational efficiency. Through collaboration, we achieved a 25% increase in productivity and a 15% revenue boost within six months. This example highlights the value of tailored solutions and dedicated effort. Sharing such results demonstrates my ability to drive real-world improvements. I encourage everyone to showcase their success stories to highlight capabilities and inspire others to envision their potential successes.

At Etikway, we believe in the power of success stories to demonstrate our impact. For instance, we partnered with a local sports club to introduce our sustainable sneakers made from corn waste. Within six months, the club reported a 30% increase in member engagement and a positive shift in brand perception due to their commitment to sustainability. This collaboration not only boosted their community involvement but also highlighted the practical benefits of our eco-friendly products. By sharing such success stories, we show potential clients the tangible results and real-world impact we can deliver.

In my experience, truly connecting with clients goes beyond just the assignment at hand. It's about building emotional connections by sharing experiences that resonate with the engagement. By explaining your 'why'—the personal and professional reasons you’re passionate about the work—you create deeper alignment and a more compelling value proposition. This approach fosters trust and demonstrates that you’re invested in their success, not just the project.

My business is truly a passion project, and my dedication to the mission helps people to connect with the cause. A value proposition shared with sincerity has a better chance of finding those who also support the mission than those that are not fueled by dedication and purpose.

Há um estudo da Harvard Business School que revela que 40% das decisões são baseadas em fatos e dados, enquanto 60% são fundamentadas na conexão emocional e na confiança com a pessoa ou ideia. Por isso, é essencial ser estratégico ao criar um relacionamento com seu interlocutor, gerando confiança além de apenas apresentar números de sucesso. Lembre-se, pessoas se conectam com pessoas, e é a partir dessa conexão que você pode alcançar resultados mais efetivos. Utilize ferramentas que possam fortalecer essa conexão, como depoimentos de clientes, visitas a campo e a narrativa da sua própria história.

What are you really selling? Are you sure? Martial Arts is selling self defense? Nope. Self confidence. Braces are for straightening teeth. Nope. Confidence. Stop selling the THING. Start selling the outcome of the thing. People buy emotionally and then justify logically. I'm 56 years old. Everyone of my friend who bought an expensive convertible claims its because of performance, JR Power Ratings or the way it handle. BS. It's because they want to show status, success or show that girl that broke their heart what they are missing out on. Yep - emotion matters. FOMO, Fear, Envy, Status.... Go there.

Emotional engagement is about creating a sense of purpose, identity and belonging with your customers. When your customers feel seen and heard by your brand, they are more likely to form an emotional connection that drives long-term loyalty and advocacy. This is all about authenticity, emphatic and personalisation.

Da Prospecção ao Aftermarketing, a manutenção e monitoramento dos resultados de cada ação irão mostrar os melhores rumos, correções de rotas, mudança de discursos ou ferramentas de comunicação.

One way to follow-up at scale is reconnecting with incremental knowledge. Sharing articles, your own updated thinking on topics that mattered to your client after the engagement is done and dusted allows you to keep the link going. Through LinkedIn and similar, it is easier to scale this knowledge sharing and keep a dialogue going, so just get organized and keep connected.

El seguimiento es súper importante. Yo, personalmente, he visto que cuando presento mis propuestas con el cliente al frente o en llamada (vs. enviarla por correo y tratar de conectar con el cliente después) tiene mejor resultado. Igualmente, me gustar darle tiempo al cliente para pensarlo (pienso en todas las veces que he necesitado tiempo para ver si algo es para mí como compradora). Es conocer el "customer journey" y saber que cuando entregas la propuesta si no das seguimiento, parece que no te importa si compra o no.

A great follow up technique that works well - - sending the prospective client relevant media/news clips that highlight the value you’ve been presenting as a consultant. Seeing others follow through on solutions you’ve recommended might encourage them to move forward. Or a good cautionary tale might also do the trick. It shows you have a genuine interest in helping them solve the issue/challenge they presented to you.

El seguimiento es lo más importante de una consultoría, no sea demasiado invadido, permítale a su cliente el tiempo de pensar, si tiene dudas posterior a la presentación respóndale, no lo deje al vacío solo, porque esto solo mostrará desinterés de parte suya y probablemente perder el cliente.

This subject is close to heart. As a consultant it is be competitive pitching to various clients both in terms of content and value. One can always do a thorough reasearch on the complementing requirements of the organisation while creating the pitch. All Organisations and concerned stakeholders love their KPIs in terms of value creation. A few free sessions at the bottom of the pyramid or collaboration with the Learning Teams could help build credibility. Finally accreditations are key. While this is a floodgate however niches can be created. Finally, SHARING of KNOWLEDGE. Be happy to share knowledge for if YOU are GOOD no matter how much YOU share you will not be substituted.

1. Escucha y evalúa cuáles son las necesidades claves para nuestro cliente. 2. Define kpis claves conjuntamente con cliente donde dicho cliente entenderá como exitoso cada paso de desarrollo del proyecto. 3. Identifica y desarrolla planes de contingencia , donde cubrir las posibles desviaciones de los kpis marcados… todos esperamos que salga bien, pero prepararse si no es así , es un plus respecto a la credibilidad del consultor. 4. Crea una presentación visual que se adapte a los gustos del cliente, no solo es que se dice, sino como, cuando, donde se dice … que importante es lo que se dice sin hablar.

Según mi casa experiencia para comunicar la oferta de un servicio que aporte valor a un potencial cliente se debe: 1) comprender las necesidades, problemas o inquietudes que han llevado al potencial cliente (o empleador), de forma implícita o explícito, a la necesidad de la ayuda o servicio 2) comprender los objetivos, misión y valores del potencial cliente o empleador alineando la propuesta a los mismos 3) efectuar una propuesta que aporte valor diferencial respecto a otras posibles 4) exponerla con sencillez, rigor y claridad

Challenging the Norm. My F&B consultancy focuses mainly on new projects that speaks and interprets the hotel’s concept (design, mission, vision, market and area), or if it’s a standalone restaurant: the neighborhood it resides, offering ‘new’, ‘fresh’, ‘different’….focusing on guest experience and sustainability (in revenue, yet eco-friendly). Challenging the norm: running and managing the business differently, because the hospitality industry as we know it has changed. The old ways of the 90s and 2000s are broken. Challenging the Norm is my value proposition.

Be nice and pleasant. It's not only about work. Some work environments are stressful places. Smile, be empathetic, be human. Learn the corporate culture and work within the borders.