Trust Building
What are consulting firms looking for in candidates beyond technical skills?
Consulting firms seek humans they genuinely like and who are uniquely human - not just technically qualified, but people who are awesome, fun, and bring something valuable to the table. In interviews, they're assessing whether candidates can establish personal connections and share meaningful insights from networking conversations. This human element has become increasingly important in the hiring process. When candidates are asked why they want to work at a specific firm, those who can authentically reference conversations with current employees and demonstrate genuine enthusiasm stand out. The ability to build rapport and tell compelling stories often determines who receives offers, highlighting that consulting is fundamentally a people business.
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Management Consulted
27:23 - 27:26
What is the 90-day framework for building relationships on LinkedIn?
Morgan J. Ingram outlines a strategic 90-day framework for building meaningful relationships on LinkedIn. The first 30 days focus on consistent engagement with potential connections' content - commenting, liking, and staying top-of-mind through quality interactions rather than asking for favors too soon. The second 30 days involve starting meaningful conversations about topics your connections are engaging with. This doesn't mean immediately jumping into direct messages requesting meetings, but rather asking relevant questions about their content to deepen the relationship naturally. In the final 30 days, you can explore opportunities for collaboration, meetings, or other valuable interactions once you've established trust. This patient approach leads to more genuine relationships that could connect you to potential clients, even if the person themselves isn't a direct prospect.
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Morgan J Ingram
03:18 - 05:47
What are the key strategies for writing effective LinkedIn messages that get responses?
Effective LinkedIn messages should lead with relevant pain points rather than product features, as this differentiates you from competitors. Keep messages concise (under 300 characters for initial outreach) and use simple language. Add value before asking for time by sharing useful third-party content like webinars or articles. Leverage voice memos for better engagement and name-drop mutual connections to build familiarity. Always respond quickly to messages, as speed-to-lead increases your chances of booking meetings and closing deals.
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Magical
00:00 - 00:14
What is intentional remembering and why is it important for building workplace relationships?
Intentional remembering is the practice of recalling details people share in conversations and following up on them later. When colleagues share personal or professional details in passing, taking note of this information and checking in later sends a powerful message that you genuinely care. Chris illustrates this through a personal example of his friend Lindsay, who remembered the anniversary of his father's death when others forgot. By putting reminders in calendars to follow up on colleagues' life events, illnesses, or work challenges, we demonstrate authentic interest in their lives. This small gesture builds trust and strengthens connections, even in remote environments where physical distance separates us.
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Christopher Littlefield
03:43 - 07:30
What are effective negotiation strategies for closing deals in the janitorial industry?
Effective negotiation strategies include offering multiple pricing options instead of a single price, which allows flexibility when clients want lower costs. Rather than simply reducing prices, successful negotiators augment the agreement by removing certain services, changing contract length, or requesting referrals in exchange for discounts. Creating urgency within sales staff by implementing weekly commission payouts instead of monthly ones has proven effective, reducing closing times from 26 days to 9 days. This encourages sales representatives to actively pursue closing deals within each week's timeframe rather than postponing follow-ups. These strategies help build client trust while maintaining profitability in commercial cleaning sales.
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Peter Boland
03:27 - 08:55
How can I enhance my LinkedIn profile's credibility with Skills and Recommendations?
LinkedIn Skills and Endorsements are powerful ways to boost your visibility, despite seeming like a small profile component. You can select up to three skills to pin at the top, which should reflect what you want to be known for. Having others endorse these skills provides social proof of your expertise and helps you appear in relevant searches. Recommendations take this credibility further by allowing coworkers, clients, or partners to share what it's like working with you. This section functions like five-star reviews directly on your profile. To add recommendations, you'll need to request them from your connections by adding a new profile section and selecting people you're already connected with on LinkedIn.
Watch clip answer (02:27m)
Kevin Stratvert
11:37 - 14:04