Over the years, I have attended many seminars and read many books on consulting client leadership and the practice itself. Some things stand out and some were just known facts. Here is a take on the ones that are essential to succeed.

  1. People Matter: Focus on the people, not just the organization you are working with: The bigger the organization, the bigger the politics. As an individual try to be an object of interest to the buyer. What is it that “You” or the brand you represent can be useful to the potential sponsor (as opposed to overly focusing on the companies you represent).

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