Early in my consulting career I learned what my mentors called, “making dust fly.” As soon as you win a project you need to show some very obvious activity to make it clear the project is in motion and valuable activities are underway. Why? Because between the time a client gives approval for a project and the time the project actually gets underway is dangerous territory. Even after they’ve signed your proposal, clients are fretting about their decision. “Should I have signed this? Was this the right choice? Is this going to work out?” There’s always the chance that buyer’s remorse sets in
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