310: Sales and Client Relationships

A very common strategy for a management consulting firm to displace an incumbent and serve a client is to show an problem / insight / opportunity that the client has not realized before. Unfortunately, this does not work that well in building client relationships and driving sales. In fact, a brilliant insight by itself may even lead to more work for the competition.

In this podcast, and related article, we discuss this issue and address how to fix it.

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Jaksot(817)

406: What's going to happen seven moves down the chessboard (Monday Morning 8 a.m. #26)

406: What's going to happen seven moves down the chessboard (Monday Morning 8 a.m. #26)

Hello everyone! This is Monday Morning 8 a.m. (#22), a weekly newsletter where we distill the insights from all of the distractions, articles, and emails that you receive in your inbox every day. In this newsletter, we're going to focus on four major themes from last week's news. To listen to the audio version of this newsletter, search for "Strategy Skills" in any podcast app. To get a written copy with links to mentioned articles sign up here: www.firmsconsulting.com/promo

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405: If Disney+ is just starting with streaming, where is Disney+ going? (Monday Morning 8 a.m. #24)

405: If Disney+ is just starting with streaming, where is Disney+ going? (Monday Morning 8 a.m. #24)

Hello everyone! This is Monday Morning 8 a.m. (#22), a weekly newsletter where we distill the insights from all of the distractions, articles, and emails that you receive in your inbox every day. In this newsletter, we're going to focus on four major themes from last week's news. To listen to the audio version of this newsletter, search for "Strategy Skills" in any podcast app. To get a written copy with links to mentioned articles sign up here: www.firmsconsulting.com/promo

21 Huhti 202138min

404: Consulting case interview (McKinsey, BCG, Bain) example: Netflix case, The Consulting Offer

404: Consulting case interview (McKinsey, BCG, Bain) example: Netflix case, The Consulting Offer

Consulting case interview (McKinsey, BCG, Bain) example: Netflix case, The Consulting Offer Sign up here for free resources: www.firmsconsulting.com/promo

13 Huhti 20219min

403: The Philadelphia 76ers and the New Jersey Devils Aren't Sports Organizations (Monday Morning 8 a.m. #23)

403: The Philadelphia 76ers and the New Jersey Devils Aren't Sports Organizations (Monday Morning 8 a.m. #23)

Hello everyone! This is Monday Morning 8 a.m. (#22), a weekly newsletter where we distill the insights from all of the distractions, articles, and emails that you receive in your inbox every day. In this newsletter, we're going to focus on four major themes from last week's news. To listen to the audio version of this newsletter, search for "Strategy Skills" in any podcast app. To get a written copy with links to mentioned articles sign up here: www.firmsconsulting.com/promo

13 Huhti 202127min

402: Tesla is not an electric car company (Monday Morning 8 a.m. #22)

402: Tesla is not an electric car company (Monday Morning 8 a.m. #22)

Hello everyone! This is Monday Morning 8 a.m. (#22), a weekly newsletter where we distill the insights from all of the distractions, articles, and emails that you receive in your inbox every day. In this newsletter, we're going to focus on four major themes from last week's news. To listen to the audio version of this newsletter, search for "Strategy Skills" in any podcast app. To get a written copy with links to mentioned articles sign up here: www.firmsconsulting.com/promo

5 Huhti 202136min

401: The unspoken truth about strategy (Monday Morning 8 a.m. #21)

401: The unspoken truth about strategy (Monday Morning 8 a.m. #21)

Hello everyone! This is Monday Morning 8 a.m. (#21), a weekly newsletter where we distill the insights from all of the distractions, articles, and emails that you receive in your inbox every day. In this newsletter, we're going to focus on four major themes from last week's news. To listen to the audio version of this newsletter, search for "Strategy Skills" in any podcast app. To get a written copy with links to mentioned articles sign up here: www.firmsconsulting.com/promo

5 Huhti 202145min

400: The six tools of successful leaders (Monday Morning 8 a.m. #20)

400: The six tools of successful leaders (Monday Morning 8 a.m. #20)

Hello everyone! This is Monday Morning 8 a.m., a weekly newsletter where we distill the insights from all of the distractions, articles, and emails that you receive in your inbox every day. In this newsletter, we're going to focus on four major themes from last week's news. To get a written copy with links to mentioned articles sign up here: www.firmsconsulting.com/promo

22 Maalis 202132min

399: The perils of low costs (Monday Morning 8 a.m. #19)

399: The perils of low costs (Monday Morning 8 a.m. #19)

Hello everyone! This is Monday Morning 8 a.m., a weekly newsletter where we distill the insights from all of the distractions, articles, and emails that you receive in your inbox every day. In this newsletter, we're going to focus on four major themes from last week's news. To get a written copy with links to mentioned articles sign up here: www.firmsconsulting.com/promo

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