Becoming a trusted
advisor to senior executives requires the management consultant to be able to
place him(her)self into the executive's shoes; to see the world through their
eyes. The consultant needs to
move from vendor to peer.
What to Do About It
The entire approach to
the client has to change:
- UNDERSTAND the total situation
rather than explain the Features and Benefits of your approach;
- ASK QUESTIONS that expand or
redirect the CEO's thinking;
- HELP rather than sell;
- TELL STORIES that expand the CEO's knowledge
It's not what you say
that matters, it's what you ask!
Participants in this
webinar will receive the philosophy, approaches, facts, tools, and stories
from vendor to peer in two phone calls
what the senior executive is really looking for, and
how to impact the senior executive with the consultant’s knowledge
All leading to increasing the consultant’s Revenue per Client
by 50% or more.
Ira Miller has been in industry for 32 years,
26 in the C-suite. During that time he
had two CFO assignments at GE and ran two divisions at GE. In addition, Ira was an executive at
start-ups and medium sized firms. Titles
were: SVP-Marketing and Sales, CFO, COO,
This background allowed Ira to see a different way of
establishing a consulting practice.
Ira has developed a series of workshops to transfer the
philosophies, methods, processes, and tools to the others. His goal is to assist the next generation of
consultants to increase their value in the eyes of senior executives and
thereby improve their personal financial position.