SOME OF THE DISCUSSIONS WE HAVE DURING OUR MENTORING & COACHING SESSIONS

“HOTEL INDUSTRY EXPERIENCE IS ESSENTIAL – BUT NOT SUFFICIENT WHEN CONSIDERING A CAREER IN HOTEL CONSULTING.”.

ABOUT MARKETING

  • Your "elevator message" should be about how you help - not about what you do.

  • Stay focused on what it is that you do well. Resist the temptation to constantly promote new services or expertise.

  • Find out what differentiates you from your competitors and play to the difference.

  • Networking is not the time to toot your own horn; but to listen attentively, ask questions, and keep your marketing radar attuned to the presence of their problems.

  • Know where your potential clients hang out.

  • With all the focus today on metrics and data (commodification) – there are fundamentals that must be entered into the equation. Besides, someone need to know how to interrupt that data.

ABOUT CLIENTS

  • Don’t talk at your client – learn to converse with them.

  • Listen not to respond - but to learn

  • Some clients are not right for you.

  • Realize and expect that there may be those who work for your client who will undermine and/or otherwise sabotage and attempt to make you look bad. Discover them quickly and deal with them.

ABOUT ENGAGEMENTS/ASSIGNMENTS

  • A perfect assignment has to have four qualities. They are - a solution to a problem, have fun, learn something, make money

  • When asked to expand the scope of work on an engagement, confirm it in writing. You’ll never remember the details three weeks later.

  • The most important thing I can do for my client is to get results – verses merely providing authoritative insights, information and recommendations.

  • You can’t offer a solution until you understand the problem.

ABOUT RESOURCES

  • Never be afraid to ask for help from your colleagues.

  • All great athletes spend time honing their basic skills. Great consultants do the same.

ABOUT DELIVERABLES

  • It doesn’t matter what the answer is, just so it's the right one, and you can back it up.

  • Do not “shoot from the hip”

  • Don’t be afraid to tell a client “the baby is ugly,” but learn how to do it with tact and diplomacy.

  • When a client says he doesn’t want the full report, he wants a short report for less money, don’t believe it.

ABOUT YOUR OFFICE

  • Having an office in your home is not a negative. Few clients will ever visit your office.

  • “Down-time” can be put to your advantage (don’t consider it as a “slow business” period) – learn to recognize and use it wisely.

  • Today, an administrative assistant does not have to physically be in your office. You can outsource anything.

ABOUT YOUR PRACTICE

  • Leverage juniors and virtual assistants to help with work that you are overqualified to do. Focus your time on areas where only you can add value. Make money off the juniors as they learn.

  • Sometimes you’ll be asked to recommend another consultant – be aware of your own limitations and competencies - be careful and only mention those in whom you have confidence.

  • Choose the committees you join – they can take a lot of your time. They can also be beneficial. Choose them well.

ABOUT FEES

  • Don’t be afraid to charge a fee reflecting the true value of your services; your clients expect it - never negotiate a fee.

  • You don’t have to match your competitor’s prices, if your service is more valuable

  • Some people just can’t afford a consultant.

  • Your bills always arrive faster than payment checks

ABOUT EXPERT WITNESS/LITIGATION SUPPORT

  • Don’t ever give legal advice – unless you are a lawyer.

  • Your primary goal is to educate the judge and jury.

  • Never take an advocates position - that's up to the attorney - maintain objectivity.

  • Keep your critiques professional - do not enter into a rebuttal battle - that's the lawyer's job

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