The following article is an extension of The Resilient Consultant (Part 1 of 2): Five Steps to bounce back from failure. It’s a logical spin-off to cover what I believe to be an extremely vital topic, which will most assuredly help you obtain some perspective. It will provide five key steps to minimizing future engagement failures and protect your personal brand in the process. I’d like to point out that these steps go beyond a standard methodology for managing an engagement. There are plenty of materials out there that cover that space, so you won’t find that here. What you will find are proactive steps an individual can take across the full range of the sales life cycle, from pursuit to execution, that better position him or her for success.
However, just like any other methodology, the following guidance will not guarantee that you never encounter a bad engagement again. In fact, I suggest that you accept the absolute certainty that you will be confronted with bad engagements at some point, so please save yourself the suspense. Some of the most dramatic personal growth I’ve achieved in my career has come directly from bad projects. Don’t be afraid of the challenge; embrace it. Just be mentally prepared to take on anything and get ready to adapt. continue reading »