Land Larger Consulting Gigs With This One Move

Are you a consultant looking to win larger deals? Explore a key strategy for securing large consulting deals. Maybe you tried to go big, too fast, only to have it backfire? Rather than pitching a full engagement upfront, start with a discovery engagement to build trust and credibility with the client. This approach involves initial work such as interviews, surveys, and executive discussions. It's incredibly valuable work, but often ignored. This can lead to a more substantial, value-driven engagement. By delivering a report with findings and next steps, you can establish yourself as an incumbent, increasing your chances of securing larger deals.
Takeaways:
Start with a discovery engagement instead of pitching a full engagement.
Discovery phase includes interviews, surveys, and executive discussions.
Discovery phase duration: 2-3 weeks or longer, depending on organization size.
Potential billing: $5,000 - $10,000 or more.
Deliver a report with findings and suggested next steps.
Build trust and credibility, making it easier for you to secure larger deals.
Establish trust as a consultant, increasing chances of success.
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