CHAPTER 6THE ESTIMABLE CONSULTANT

HOW TO BUILD YOUR PRACTICE BY BUILDING YOUR ESTEEM

My coaching of global consultants for 25 years has validated that the key variable is emotional and personal—the ability to establish and trust one’s self-worth, which is entirely different from efficacy. Consultants fail when they seek merely affection and succeed when they seek respect.

I once thought the problem was undercapitalization. I was completely wrong. I’m always amazed by how stupid I was two weeks ago!

SELF-WORTH, NOT CAPITALIZATION OR METHODOLOGY, DETERMINES SUCCESS

Your self-worth can’t be dependent on your last victory or defeat. It has to be constant. Otherwise, you’re on the proverbial roller coaster, controlled by events and external influences ...

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