In case you ask for the most necessary phrase in consulting, a variety of consulting agency leaders will let you know it’s “Sure I can!”
The operative phrase being “Sure.”
At one level, I might have been in that camp too.
In any case, your can-do angle is your ticket to a profitable consulting observe, proper?
Incorrect.
The most necessary phrase in consulting is straightforward:
You.
In case you’ve learn something about Proper-Facet Up Pondering, you already know that consulting is a you enterprise, not a me enterprise.
Let’s transfer onto the second most necessary phrase in consulting. The one which separates the greatest boutique consulting corporations from the relaxation.
Is it Sure?
As in, “Sure I can!” when a prospect asks whether or not you possibly can assist him?
Good guess. Truthful reply. However, Sure shouldn’t be the 2nd most necessary phrase.
I vaguely bear in mind my children bouncing by a section the place their favourite phrase was an emphatic, No!
They had been good, little rascals. It seems toddlers have a worthy lesson to impart:
The worth of your Sure is outlined by the power of your No.
As the chief of a consulting agency, you possibly can speed up your progress by studying to say No extra and, because of this, narrowing your focus.
On the private facet, saying No extra typically to duties you might deal with results in higher particular person effectiveness.
In the market, saying No positions you as a specialist, which makes your consulting agency a extra enticing option to just about each prospect.
The most profitable boutique consulting corporations intentionally promote a slender space of experience.
To search out your Sure, it’s important to know your Nos.
Somewhat than emulating Johnny Appleseed, spreading potentialities in every single place, deal with your consulting agency like a potato. Go deep, then unfold out.
(Okay, potatoes might not be the greatest metaphor, however they’re superb balls of flaky tastiness.)
Some Nos are simple. You don’t work on unlawful initiatives, or dig trenches, or fry up a batch of curly fries, evenly sprinkled with salt and a splash of… no, you don’t do this.
On the different hand, the Nos proper round the edges of your consulting observe are a lot more durable to outline.
Fuzzy edges result in fuzzy positioning and fuzzy potentialities.
Subsequently, these on-the-edge potentialities are the most necessary to make clear explicitly.
Tight edges bestow tight advertising propositions, confidence, and purchasers.
Spend a couple of minutes as we speak defining your consulting agency’s Nos.
Beneath are a number of thought-starter questions for you:
- What industries will you say No to?
- What type of consumers don’t match?
- What forms of initiatives fall outdoors your bailiwick?
- What measurement initiatives are too small?
- What geographies are out of bounds?
- What issues gained’t you resolve?
Your Nos are vitally necessary to listening to extra Yeses from consulting purchasers.
What different methods do you outline which initiatives you gained’t say Sure to?
Textual content and pictures are © 2026 David A. Fields, all rights reserved.
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