2 or 3 years ago, I read that a Entrepreneur consultant’s main competitors are not another Entrepreneur consultant who provides similar services. The real competitor is the client. Because the fewer than stellar economy grinds on, enriching primarily the highest 1% of the population plus a few lucky folks in the middle class, that statement gains more credence every day. Prospective customers possess a boat load of excuses to be able to slide away from a contract, or reduce what was originally promised. Do you ever wonder what can be on the minds of clients and prospects that promise the moon and then either disappear or provide an incredibly paltry version of an original proposal?
According to Steve W. Martin, professor of Sales Strategy in the University of Southern California Marshall School of Business and author of Heavy Hitter Sales Linguistics:101 Advanced Sales Call Approaches for Senior Salespeople (2011), stress caused by pressure from peers and insecurity are usually the culprits as well as their effect on decision-making is detrimental (no surprise there).
Entrepreneurs and purchases people have to do everything easy to communicate their value-added but in the end, careful analysis provide green-light is an internal matter and those outside the organization have only so much influence. Here are a example of what worries prospects:
There are two main criteria for deciding whether they should call give someone the contract or sale:
1). What is the ROI which will accrue from the sale?
2). So how exactly does that the Return on Investment (ROI) compare and what could be based on other projects being considered?
Projects which are considered strategic through the senior execs have priority, so if any project has that status, it is just a subject of how many hours you can find. Whatever assembling your project, product, or service, you have to first obtain the initial approval. You might believe that as you have confirmed that you’re talking to a decision-maker and s/he says the go-ahead is imminent, that is not the entire story. There is all important,second step and that comes about when the team of heavy-hitters examines and ranks all pending projects and major sales to determine which items will get funding and at what amount. In the other words, the decision-maker have been speaking with the consult to the other decision-makers to agree upon which projects will go forward, because projects are always re-prioritized in response to shifting conditions.
Your project must be straight with the organization’s goals as perceived from the higher-ups. If you see, projects which are championed by lower-ranking employees often don’t get funded because higher-ranking execs don’t realize or understand the value-added, and do not view the proposal as strategically significant. Moreover, your project must show that the sponsor’s higher-up to understands and is actively advancing strategically relevant projects, products and services.
Ego and image
This is associated with the above. Your project must make its chief sponsor look fantastic towards the person s/he techniques to, as well as look good to colleagues and subordinates. When a third party consultant is hired or possibly a major purchase is authorized by the third party, the project expert absolutely must look like a genius for doing the deal. For no reason must she be perceived as having made an inappropriate move. Peer pressure is real as well as the project champion worries about creating the right decision, particularly if this is something which has not been done before. For this reason the Entrepreneur consultant must at all times deliver exceptional service, must exceed expectations, because the reputation and a better job of your respective project sponsor is riding on it.