Selling Strategy

I positioned myself as a mobile strategy consultant for many years. In my experience, “strategy” is a really tough sell.

Clients either:

1. Think they already have a have strategy
2. Don’t think they need a strategy
3. Don’t understand what a strategy is or why it’s important

Even in the unusuaual event that a client knows they need a strategy, it takes an enlightened leader to admit to themselves and the organization that they need to hire an outside consultant to help with something so fundamental.

In the face of this reality, I downplay the word “strategy” in my proposals (if I use it at all) and focus on outcomes.

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