30 Years in Consulting How Did That Happen

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30 Years in ConsultingHow Did That Happen?

• Edward A. Stone CMC, FIMC
• November 21, 2005

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1. Consulting is a Service Business
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2. Serve your clients needs first your
needs will be served in turn
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3. Substance over tonnage
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4. Value/project billing
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5. Build and work the network
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6. Become a partner and trusted advisor
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7. Do the right things
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8. Do the work yourself understand your own
processes
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9. Take off the blinders turn away work if
necessary help your client find what they
need
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10. Give back to the profession
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11. Have balance in life maintain your
health
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12. Marketing/practice routine focus on
short/mid-term, long- term will happen
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13. Associations dont build business
people do
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14. Sell and merchandise your successes
while protecting confidences
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15. Develop a plan for marketing, not a
marketing plan
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16. Exude enthusiasm and instill confidence
listen o or clients and/or prospects
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To be successful at the outset you
need ? Spousal support ? Financial
strength ? Serendipity
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18. Build obligations
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19. Time is infinitely expandable
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20. Pay attention to the messages
you send
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When your name is on the door, you must have
? Trust ? Loyalty ? Commitment