David is the author of The Irresistible Consultant's The Guide to Winning Clientsand The Executive Guide To Consulting. He joins us on the podcast today to discuss how to get better at the sales part of consulting. David's background was on the corporate side of marketing research and sales. He then became a consultant with a boutique firm and worked his way up to partner and then branched off with a colleague to start his own consulting practice of their own. His partner departed after only a matter of weeks, leaving him without a rainmaker to bring in clients. Tune in to hear the story of what steps he took to turn himself into a rainmaker and learn about the consortium model that made him a successful expert writing guides on how to make sales in consulting. This episode will have you rethinking how you write emails to clients and you'll learn to avoid common pitfalls by anticipating client's responses and getting everything on the table while negotiating.