Getting to Yes

Author

Lauren Wambold Patel
March 12, 2024

Welcome back to The 2x2 - here’s what we’ve got lined up for you in this week’s email:

  1. 10 Minutes with Erin Flynn

    A lifetime career in the Big 4 isn’t for everyone, but it might not mean you jump straight to independent consulting either. Listen to Erin’s inspiring story about her inflection into academia and its complement to her current strategy business. 

  2. Strategic Framework: Decision Canvas

    This week we highlighted a framework that distills everything about the problem into a simple visual canvas. Use it to capture the considerations to solve a problem.

But before we go there…

Coming to you in our March workshop, we will share the steps you need to propose and win work. We've developed a standard and repeatable approach to selling yourself and the difference you can make for your client.

You'll walk away knowing: 

  • How to approach relationship building to build credibility fast and facilitate conversion later.

  • How to identify and define a problem a client will pay you to solve.

  • Proven method for writing consulting proposals that justify your rate.

  • How to intelligently follow up until you get the yes…without being annoying.

R.S.V.P. now for the March 28th workshop.

1. 10 Minutes with Erin Flynn

I recently had a chance to catch up with Erin Flynn, Professor at Bentley University, Independent Consultant, and fellow Hoya.

Erin’s story is unique.  

Her career started at the Big 4, then spent time as a revenue leader with Saucony, eventually choosing to move from corporate work to academia. 

As a dual professor and consultant, she’s built her business by confidently following a path of personal happiness - something we can all aspire to.

Here are the key take-aways:  

  • Moving to academia gave Erin the flexibility to be more entrepreneurial and balance her family life.

  • Juggling two balls - consulting and professing - works well when it’s complementary. For example, she uses her consulting work to bring practical examples to the classroom and uses her research to differentiate her work as a consultant.

  • Fulfillment and purpose are at the front of Erin’s decision making. She is driven by things that interest her and things that make a difference, and is purposefully choosy about her topics.

At the end of the interview, Erin shares her method for proactively finding work she loves, and it’s working for her.

Listen to the full interview to hear the rest of Erin’s unique story. 

2. Strategic Framework: Decision Canvas

The Decision Canvas is a great framework that distills a broad set of decision criteria, constraints, and considerations into a simple-to-synthesize visual canvas.

Use this framework after you have defined the problem statement to capture the considerations to solve a problem.

It can be used as a tool to align on priority considerations and ‘no gos’ with the client at the start of work, or to align stakeholders with different viewpoints on what matters. 

Download our examples and template to present your client with a one-page comprehensive vehicle for aligning on a resolution strategy.

Remember, the path to success is paved with continuous learning and embracing fresh perspectives.

Let's stay connected, share ideas, and elevate your consulting business.

Stay curious, friends.

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