For much of my consulting career I’ve been a follower of Alan Weiss, the Million Dollar Consultant and I can remember being struck many years ago by an assertion he made about what it takes to be a successful consultant:
You need to spend more than half of your time marketing.
This was a response to the large number of questions he got (and still gets) about what the right methodologies are for consulting. About negotiating “deliverables” with the client. About how best to handle billing. About just about anything other than actually getting the clients that would lead to building a successful consulting business.
Most of the people I encounter who are trying to sell online courses should take Weiss’s advice to heart. [Read more…]