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# 12boxes

Business development skills for consultants

## Sitemaps

- [XML Sitemap](https://12boxes.com/sitemap.xml): Contains all public & indexable URLs for this website.

## Posts

- [Blog](https://12boxes.com/blog/)
- [Why consultants leave money on the table - and what to do about it](https://12boxes.com/why-consultants-leave-money-on-the-table-and-what-to-do-about-it/) - One of the things that comes up when we talk with directors and managers in consulting firms is that they are not getting as much work from existing clients as they think they could.Sometimes they call it ‘leaving money on the table’.It’s money that would feed the bottom line with minimal selling costs and help
- [How do you get clients to pay for advice?](https://12boxes.com/how-do-you-get-clients-to-pay-for-advice/) - In a recent survey, Joe O’Mahoney, Professor of Consulting at Cardiff University, asked 128 consultants with sales responsibility how their firm could help them achieve more sales. Top of the list came training and upskilling across all levels, including junior and senior staff, especially those who traditionally focus on delivery. His findings are reinforced by
- [One tip that will help sell consulting products like transformation assurance](https://12boxes.com/one-tip-that-will-help-sell-consulting-products-like-transformation-assurance/) - Suppose your consultants want to sell a service that minimises the risk a client is exposed to. Transformation assurance is a typical example. The problem is that in the early stages of a project, clients tend to be optimistic and want to believe that everything will be OK. So, if your consultants try to tell
- [Why consultants aren't developing new business](https://12boxes.com/why-consultants-arent-developing-new-business/) - In a previous video, management psychologist Nick Shannon highlighted that personality type does not predict success in sales, especially in high-value, complex services like consultancy. Success in business development requires consultants to know what to do, how to do it, and have the desire to engage in it. Despite the potential for most consultants to
- [Personality and Selling Consulting](https://12boxes.com/personality-and-selling-consulting/) - If consultants played more a proactive role in selling, consultancies could grow faster and be more profitable. I strongly believe that anyone who can work with a client in a consulting relationship can develop new business by holding the right kind of conversation. But the consultant must know what to do, how to do it,
- [Slow down! Build trust faster.](https://12boxes.com/slow-down-build-trust-faster/) - This is a very simple way of demonstrating that you understand your client. And that you are genuinely interested in what they have to say. Some consultants treat clients as if they are just a source of problems to solve. Consultants are expected to be on the ball all the time. They probably went through
- [What to do when the client picks the wrong solution](https://12boxes.com/what-to-do-when-the-client-picks-the-wrong-solution/) - You may have experienced this. You’ve had a preliminary chat with the client and go to see them with a solution in mind. When you get there, you find they have made their mind up to adopt a solution that you think is completely unsuitable. You are thinking screwdriver; they are thinking hammer. So what
- [Why would they do that?](https://12boxes.com/why-would-they-do-that/) - As a coach I get to act as a sounding board when people with expertise want to test out a proposition for their clients. It can get complicated when there is more than one stakeholder. When there is one proposition and several stakeholders, it’s easy to slip into focusing on the proposition instead of thinking

## Pages

- [Home](https://12boxes.com/) - Non-sales professionals can learn business development skills in four 90-min sessions and get fast results by using the 12boxes method to land assignments.
- [Contact](https://12boxes.com/malcolm-sleath12boxes-com/) - Contact us  UK +44 (0) 20 7100 1528 VoIP 056 0302 3753  Postal enquiries 12boxes Ltd 27 Old Gloucester Street London WC1N 3AX United Kingdom  12boxes Limited Registered in England 4354090 Registered Office 27 Old Gloucester Street London WC1N 3AX VAT GB 116 7903 11 Enquiry form
- [BayesAlumni](https://12boxes.com/bayesalumni/) - Discover how to apply the 12boxes system to your business
- [Our Team](https://12boxes.com/about-2/) - Our Team Takuya Shimada is a director of 12boxes Limited. As a consultant, Takuya has created strategic relationships between leading enterprises in the USA, Europe and Japan. Previously, Takuya developed and produced industry-leading business conferences in Europe and Asia. He facilitated business connections in the following industries: automotive, wireless communications, renewable energy and pharmaceuticals. Takuya
- [Grow your consulting firm at minimal cost](https://12boxes.com/grow/) - Profitable consulting growth at minimal cost You want…  consultants to generate more profitable business  clients to accept a higher percentage of proposals  improved client retention from greater satisfaction You want…  consultants to generate more profitable business  clients to accept a higher percentage of proposals  improved client retention from greater
- [White Paper download](https://12boxes.com/whitepaper-download/) - White Paper Download Building a Business Development Culture A Practical Guide for Consulting Leaders This guide was created with the generous contributions of 20 directors, partners, and consultants from leading management consulting firms. All united by a common goal: helping consulting leaders unlock the full potential of their teams. This paper tackles the challenge head-on,
- [Discovery with Takuya](https://12boxes.com/discovery-2/) - Director, 12boxes Ltd.Takuya has special responsibility for client success To find out how 12boxes can transform conversations with your clients, choose an option below. I‘ll book a date and time myself Fix a call at a time to suit you Call me/my office to fix a time Chat on WhatsApp Email Takuya
- [Discovery](https://12boxes.com/discovery/) - To find out how 12boxes can transform conversations with your clients, choose an option below.  If you want to sleep better at night and you're a consultant or considering a move into this field, then Malcolm's twenty-minute Discovery Call is a must.  Matthew Harris Director, Buvo Ltd
- [Our company, sectors and clients](https://12boxes.com/about-3/) - Our company, sectors and clients 12boxes Ltd We are a specialist coaching and training company working with management and specialist consultancies who want to grow by enabling more consultants to hold profitable business development conversations with clients. We offer distance coaching and online training to individuals and groups globally with our hybrid programme, ‘Client Engagement
- [Cookie Policy](https://12boxes.com/cookie-policy/) - Cookie Policy This page provides comprehensive information about how we use cookies on our website to enhance your browsing experience, improve website performance, and deliver personalized content. Cookies are small text files that are stored on your device when you visit our site. They help us understand how visitors interact with our website, allowing us
- [Privacy Policy](https://12boxes.com/privacy-policy/) - Data Protection and Privacy Policy Introduction This site [https://12boxes.com] is operated by 12boxes Ltd. Reg. No. 4354090. Registered in England. Registered office: 27 Old Gloucester Street | London WC1N 3AX | United Kingdom 12boxes collects and uses personal data only as it is needed to deliver to you our training and coaching services, including this
- [Pricing](https://12boxes.com/pricing/)
- [About 12boxes](https://12boxes.com/about-12boxes/) - What is 12boxes? 12boxes is an easy to apply framework for thinking about, planning and conducting conversations with clients that result in them commissioning profitable paid work. It puts the power to engage clients into the hands of people who want to find profitable applications for their expertise without turning them into stereotypical salespeople. You
- [Videos](https://12boxes.com/videos/) - Videos Introducing 12boxes The psychologist's view Personality and consulting Leaving money on the table Consultants not developing new business Getting clients to pay for advice Why sales training fails When the client is wrong Restrain yourself! Should you write a proposal What is it worth to find out? Just one question Make your client want
- [About](https://12boxes.com/about/) - About Our Company About Our People Sectors and Clients About 12boxes: What it is and how it works About Our Company About Our People Sectors and Clients About 12boxes: What it is and how it works About 12boxes Ltd We are a specialist coaching and training company working with management and specialist consultancies who want
- [63 Solution - application](https://12boxes.com/63-solution-application/) - Solution - Application Solution - Application Engagement Effect The client agrees the procedure for giving the project the formal go-ahead. Pace Negotiation phase Your approach should be one of confident and supportive concern. Motivation Scarcity. Your time and that of your consultants is finite. If they approve your proposal, they need to confirm. Consistency. Asking
- [53 Solution Desire](https://12boxes.com/53-solution-desire/) - Solution - Desire Solution - Desire Engagement Effect The client accepts that you can deliver the project on commercial terms that meet their criteria for purchase. Pace Negotiation phase Your approach should be one of confident and supportive concern. See the negotiating guidelines below. Motivation Scarcity. Your time and that of your consultants is finite.
- [52 Problem - Application](https://12boxes.com/52-problem-application/) - Problem - Application Problem - Application Engagement Effect The client believes that their problems will be resolved. Pace Negotiation phase Your role is to satisfy the client that the problems will be resolved, and the outcomes achieved. Motivation Scarcity. Your time and that of your consultants is finite. If they approve your proposal, they
- [43 Solution Significance](https://12boxes.com/43-solution-significance/) - Solution - Significance Solution - Significance Engagement Effect The client is interested in how this solution would be applied and is prepared to discuss criteria for purchase. Pace Buy-in phase Both you and the client should now be confident about the potential value. Your focus is now on how the client will be able to
- [42 Problem - Desire](https://12boxes.com/42-problem-desire/) - Problem - Desire Problem - Desire Engagement Effect Based on the envisaged changes in their situation, the client describes the potential beneficial payoff in terms of measurable or observable outcomes. Pace Buy-in phase You continue to be the slightly sceptical facilitator. Motivation Consistency. When the client tells you about the outcomes, this is the version
- [33 Solution Existence](https://12boxes.com/33-solution-existence/) - Situation - Existence Situation - Existence Engagement Effect The client recognises that a solution exists. Do not spell it out – see below. Pace Focus phase You present yourself as having an investment in the client’s success. Motivation The client should find the resolution a satisfying staging post in the discussion. ‘Float’ and test a
- [32 Problem Significance](https://12boxes.com/32-problem-significance/) - Problem - Significance Problem - Significance Engagement Effect The client acknowledges the seriousness of leaving the problems or obstacles unaddressed. You need the client to articulate the worst-case scenario. Do not downplay this. Pace Focus phase In addressing the significance of problems, your approach should be one of confident and supportive concern. Motivation Prospect
- [22 Problem - Existence](https://12boxes.com/22-problem-existence/) - Problem - Existence Problem - Existence Engagement Effect The client articulates one or more problems or obstacles that are or might be getting in the way of achieving the desired state. You need the problems to be specific and clearly defined. Pace Discovery phase You continue to position yourself as an understanding and interested colleague.
- [31 Situation - Desire](https://12boxes.com/31-situation-desire/) - Situation - Desire Situation - Desire Engagement Effect The client sees that it is possible to bring change to situations like theirs. They express the desire for change. Pace Focus phase After exploring the significance of the problems, the tension is now released, and your role is that of a friendly guide. Motivation Social
- [21 Situation - Significance](https://12boxes.com/21-situation-significance/) - Situation - Significance Situation - Significance Engagement Effect The client expresses the significance of closing the gap between the current state and the desired state. Expect the client to have feelings associated with the gap. Pace Discovery phase You continue to position yourself as an understanding and interested colleague. Your aim is still to make
- [11 Situation - Existence](https://12boxes.com/11-situation-existence/) - Engagement Effect The client is aware of their current situation and what they would like or need it to be. The gap is clear. Pace Discovery phase You position yourself as an understanding and interested colleague. Your aim is to make the client feel comfortable by getting alongside them while refining your hypothesis. Motivation Reciprocity
- [41 Situation - Application](https://12boxes.com/41-situation-application/) - Situation - Existence Situation - Existence Engagement Effect The client imagines the changes that would be brought about in their situation following the successful application of a resolution. Pace Buy-in phase Your tone is that of a slightly sceptical facilitator. As a facilitator you want to stimulate the client’s imagination. But you want them to
- [Welcome](https://12boxes.com/welcome/) - Welcome Hello Welcome to Client Engagement Mastery. If this is your first time here, it would be a good idea to watch the video on your right (or below if you are on your phone). It is a guide to the way the course is constructed and will help you to quickly find your way
- [____Test page](https://12boxes.com/____test-page/)
- [Key Concepts](https://12boxes.com/key-concepts/) - Key concepts Engagement effects Pace the conversation Interaction Motivation Refine Consulting Products
- [Consulting Products](https://12boxes.com/consulting-products/) - Consulting Products
- [Refine](https://12boxes.com/refine/) - Refine Refining your hypothesis Start with your hypothesis So, you have developed your hypothesis, and begun the conversation.
- [Motivation](https://12boxes.com/motivation/)
- [Interaction](https://12boxes.com/interaction/)
- [Engagement Effects](https://12boxes.com/engagement-effects/)
- [12boxes structure overview](https://12boxes.com/12boxes-structure-overview/) - 12boxes structure overview This clickable overview is laid out in the shape of the 12boxes template. Clicking on an element will take you to a detailed description of the box.
- [Stages in the conversation](https://12boxes.com/stages-in-the-conversation/) - Stages in the conversation The clickable diagrams describe stages of the conversation. Roll over each diagram to see the title. Clicking on a diagram will take you to a detailed description of the stage of the conversation. The clickable diagrams describe stages of the conversation. Clicking on a diagram will take you to a detailed
- [Pace](https://12boxes.com/pace/) - Pace Pacing the conversation A conversation can be spread over several interactions in different settings ranging from face-to-face to WhatsApp. A conversation structured with 12boxes falls into four main parts: Discovery Focus Buy-in Negotiation Discovery The aim of the discovery phase is to build trust with the client while drawing out sufficient information to confirm
- [C1 Discovery](https://12boxes.com/c1-discovery/) - Discovery The aim of the discovery phase is to build trust with the client while collecting and/or confirming as much relevant information as possible. The discovery stage covers: The existence of the situation: Where the client is now and where they want or need to be. The significance of the situation: Why closing the gap
- [C4 Negotiation](https://12boxes.com/c4-negotiation/) - Negotiation Here is some test text to see what it is like. Item 1 Item 2 Item 3
- [C3 Buy-in](https://12boxes.com/c3-buy-in/) - Buy-in Here is some test text to see what it is like. Item 1 Item 2 Item 3
- [C2 Focus](https://12boxes.com/c2-focus/) - Focus Here is some test text to see what it is like. Item 1 Item 2 Item 3
- [Rate](https://12boxes.com/rate/)
- [PW PDF Request](https://12boxes.com/pw-pdf-request/) - Get your FREE 'People Who' checklist Build credibility fast by demonstrating to clients how well you understand their situation. Send me the 'People Who' PDF * indicates required Email Address * First Name * Last Name * Phone Number 12boxes Ltd27 Old Gloucester Street London WC1N 3AXWe won't spam your inbox
- [Arrange a discussion](https://12boxes.com/arrange-a-discussion/) - I‘ll book a date and time myself Call me/my office to arrange
- [230426](https://12boxes.com/230426-2/) - Welcome  We help you sell consulting Discover how to grow your consulting firm by unlocking the hidden sales capability of your consultants. Learn how to enable consultants to get better results with their existing clients. Find out how client meetings can generate a ready-made narrative for use in proposals, which saves writing time and
- [Leaderboard](https://12boxes.com/leaderboard/)
- [Masters](https://12boxes.com/ab1aw5p2xehv/)
- [Courses](https://12boxes.com/courses/) - Courses
- [Opt-out preferences](https://12boxes.com/opt-out-preferences/) - [cmplz-document type="cookie-statement" region="us"]
- [Book your conversation here](https://12boxes.com/book-your-conversation-sza7t1j8l8cc/) - Book your conversation
- [Impressum](https://12boxes.com/impressum/) - [cmplz-document type="impressum" region="all"]
- [Privacy Statement (EU)](https://12boxes.com/privacy-statement-eu/) - [cmplz-document type="privacy-statement" region="eu"]
- [Privacy Statement (UK)](https://12boxes.com/privacy-statement-uk/) - [cmplz-document type="privacy-statement" region="uk"]
- [Privacy Statement (US)](https://12boxes.com/privacy-statement-us/) - [cmplz-document type="privacy-statement" region="us"]
- [Privacy Statement (CA)](https://12boxes.com/privacy-statement-ca/) - [cmplz-document type="privacy-statement" region="ca"]
- [Disclaimer](https://12boxes.com/disclaimer/) - [cmplz-document type="disclaimer" region="all"]
- [Privacy Statement (AU)](https://12boxes.com/privacy-statement-au/) - [cmplz-document type="privacy-statement" region="au"]
- [Privacy Statement (ZA)](https://12boxes.com/privacy-statement-za/) - [cmplz-document type="privacy-statement" region="za"]
- [Terms & conditions](https://12boxes.com/terms-conditions-2/)
- [Gallery Test](https://12boxes.com/gallery-test/)
- [Checkout](https://12boxes.com/checkout/)
- [Order Received](https://12boxes.com/order-received/)
- [Order Failed](https://12boxes.com/order-failed/)
- [Terms & Conditions](https://12boxes.com/terms-conditions/)
- [Account](https://12boxes.com/account/)

## Courses

- [Client Engagement Mastery](https://12boxes.com/course/testing/)
- [CEM Development](https://12boxes.com/course/cem-development/)

## Units

- [Start here](https://12boxes.com/module-2/introduction/) - Hello . Welcome to client engagement mastery. I’m Malcolm Sleath, your guide on this course. Client engagement is not just about new clients. It applies equally well to getting better outcomes with existing clients. This course is about bringing value to new and existing clients in a way that benefits you, your firm and your
- [Hypothesis: Discovery](https://12boxes.com/module-2/hypothesis-discovery/) - You have written a ‘People Who’ statement. (By the way, you can go back and change this at any time if you wish). This is where we get into the detail of developing your hypothesis based upon it. The question is: where to start? In this section, we are starting at the bottom of the
- [Welcome to Client Engagement Mastery](https://12boxes.com/module-1/start-here-copy/) - Malcolm Sleath Hello . Welcome to Client Engagement Mastery. I'm Malcolm Sleath, your guide on the course. As you know, business development with existing and new clients is an important skill for a consultant to develop. I’ve used the phrase ‘business development’ instead of just saying selling for a couple of reasons. It’s partly because
- [The 'People Who' narrative](https://12boxes.com/module-2/the-people-who-narrative/) - In this module of Client Engagement Mastery, we are going to explore how to develop a hypothesis about a consulting opportunity. A hypothesis is a way of thinking about how we can deliver value to a client, and the process we need to go through with the client to get them to understand the value
- [The big ideas](https://12boxes.com/module-1/the-big-ideas/) - The purpose of this lesson or unit is to give you an overview of the key ideas that underlie the 12boxes approach and where to find out more about them in the reference sections. We’ve included this upfront because we know that some people like to have an overview of a subject before they embark
- [Setting up your value conversation: agreeing a resolution](https://12boxes.com/module-2/setting-up-your-value-conversation-agreeing-a-resolution/) - Before you engage your client in a value conversation, they must believe that a solution exists, but they don’t need to know what it is. Before going any further, we need to be clear about the difference between a resolution and a solution. An example of a solution is ‘changing an electric lightbulb’. An example
- [Your value proposition and the vision of success](https://12boxes.com/module-2/your-value-proposition-and-the-vision-of-success/) - In the previous unit, we made a distinction between acting as a contractor and acting as a value bringer. If you or your firm are to be properly rewarded, the client needs to recognise the value that you will deliver in advance. The value is not necessarily obvious to them. If it was, they would
- [Buying Effects](https://12boxes.com/module-unassigned/buying-effects/) - Attention exercise This video makes a point about attention. Even if you have seen a demonstration like this before, you might still be surprised.
- [12boxes structure overview](https://12boxes.com/module-1/unit-1/)
- [The 12boxes framework](https://12boxes.com/module-unassigned/the-12boxes-framework/) - 12boxes structural overview 12boxes structural overview
- [Converting your client’s interest in your proposition into a firm order](https://12boxes.com/module-2/converting-your-clients-interest-in-your-proposition-into-a-firm-order/) -  Key points A discussion of your solution should follow the value conversation, but not necessarily straight away. There are five essential topics this discussion should cover before you take further action. Don't skimp on a discussion of the client's criteria for purchase – particularly when there are decision-makers and stakeholders who are not present.
- [The narrative structure for a consulting opportunity](https://12boxes.com/module-2/the-narrative-structure-for-a-consulting-opportunity/) -  Key points When people create their own narrative for change, some of the elements are not expressed because they seem obvious. But an opportunity to bring value to a consulting client needs to be more explicit. Structure the conversation so that you agree a narrative with your client they will own. Be soft on
- [People create a narrative when they decide to make a change](https://12boxes.com/module-2/people-create-a-narrative-when-they-decide-to-make-a-change/) -  Key points When people describe a decision to make a change, they create a narrative. The structure of the narrative always has similar elements. When you bring value to a client, you are going to ask them to look at their situation differently and decide to make change. You may need to disrupt their
- [Bringing value to clients](https://12boxes.com/module-2/bringing_value_to_clients/) -  Key point There are two kinds of selling consultancy and it’s important to draw a distinction between them.  Key point This course is about bringing value to clients Our focus is on situations where a person with expertise takes the initiative in bringing an opportunity to achieve value to a client. This usually
- [Content of the course](https://12boxes.com/module-unassigned/htec-content-of-the-course/) - Key point By the end of this unit, you will know what this course covers. Content The course covers these important areas. How you describe yourself or your firm to potential clients.  The best way to arrange meetings.  How to think about the value you are delivering.  How to shape the way
- [What makes the 12boxes approach different?](https://12boxes.com/module-unassigned/what-makes-the-12boxes-approach-different/)
- [Introduction to value](https://12boxes.com/module-unassigned/htec-introduction-to-value/) -  Key points  It can be more profitable to be a value-bringer than a contractor.  Value is what the client perceives it to be, not what we tell them it is. Why be a value-bringer? Our starting point is that the value of the project to the client is in closing the gap
- [Building a value proposition](https://12boxes.com/module-unassigned/building-a-value-proposition/) -  Key points There are three elements to each 'consulting product' you deliver. Change one element and you change the product. Tailoring how you deliver to a client can significantly increase value What is the point? Why you are delivering is at least as important as what you are delivering and possibly more so. For
- [Your positioning statement](https://12boxes.com/module-unassigned/your-positioning-statement/) -  Key points Statements that include Social Proof and Authority encourage people to engage with you. There are four questions you need to answer when introducing yourself. So far, this module has encouraged you to think about your services: Who are your ideal customers? Why are you in business? What do you deliver, and how
- [Asking for referrals](https://12boxes.com/module-unassigned/asking-for-referrals/) -  Key points Ask for a referral Establish value before asking for a referral Sell the value of the meeting to intermediaries How to ask In the previous unit, we suggested that referrals were useful, but it was wise to treat them with caution. Having said that, it’s certainly worthwhile asking for them when you
- [Developing a script](https://12boxes.com/module-unassigned/developing-a-script/) -  Key points Say who you are at the outset Put the other person in their role Validate referrals Help the client establish context and focus Situations When you make a call – or write a message – to request a meeting, the central theme is the same. But how you begin the call or
- [Reciprocity and the brown paper bag](https://12boxes.com/module-unassigned/reciprocity-and-the-brown-paper-bag/) -  Key points Reciprocity is an important motivator Reciprocity should be built in to your offer of a meeting Reciprocity needs to be explicit Exploratory meetings need a brown paper bag Reciprocity Reciprocity is another of Robert Cialdini’s motivators. We are going to talk about it here in the context of arranging meetings. But first
- [Leading the client to discover value](https://12boxes.com/module-unassigned/leading-client-to-discover-value/) -  Key points  A conversation should lead a client to discover value.  The order in which things are discussed will affect the client’s perception of value. You need a conversation with the client so they tell you the value You need the client to feel able to tell you the potential value of
- [Who are you and what are you doing here?](https://12boxes.com/module-unassigned/who-are-you-etc/) - Let us introduce this module In the first unit, Introduction to value, we make the distinction between people who bring a value proposition to a client – value bringers – and people who are hired to realise a value proposition of which the client is already aware. The latter are more like contractors. Approaching clients
- [Your ideal clients](https://12boxes.com/module-unassigned/your-ideal-clients/) -  Key point Explaining what you do in the form of a story is more effective Origins Some years ago, Malcolm Sleath was running a course for the staff of a local training centre who needed to sell their services to local industry. The group was discussing how best to make an initial approach by

## WP Terms Popup

- [Client Engagement Mastery](https://12boxes.com/termspopup/client-engagement-mastery/) - Welcome . Before entering Client Engagement Mastery, you need to agree the terms under which you will be accessing and using the 12boxes intellectual property. We hope you will find it straightforward and acceptable, but if you have any questions, email Malcolm Sleath directly. Agreement with 12boxes Limited (the "Company") Participant first name: Participant last

## Categories

- [Uncategorized](https://12boxes.com/category/uncategorized/)