When consulting firms work with me to rapidly grow their client base, I always ask them two questions: 1. Are your prospects aware they have the problem you solve? As often as not, their answer is something along these lines: “Some do, but a lot of companies that have the problem don’t even realize it. It’s actually pretty frustrating.” 2. Do your prospects have an urgent desire to solve the problem now? Two very common answers are: “No. This is seen as discretionary.” and: “They would if they truly understood the consequences. But, no, most of them don’t feel they have to solve the problem
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