Top Highlights

• What is my contribution to that lasting benefit? and What is the proper fee to be paid in exchange for that large contribution, which the buyer has already stipulated? The absence of conceptual agreement with an economic buyer on the value of the project to the organization is the primary cause of an inability to calculate return on investment (ROI...
• Failing to create a relationship with a legitimate, economic buyer,
• The ultimate consultant always provides options for the client’s review so that the buyer can determine just how much value is available in terms of differing investments.
• even if it’s sometimes against their better judgment.
• (Put these together, and they are an anagram for “no business here.”) Buyers