Feras Alhlou explains why the shift from sales to delivery breaks most consulting businesses. The problem isn't the sale itself, but the mindset change required when you stop selling and start delivering.
Your business is built or broken by what happens after the deal is signed. The biggest problems don't show up in the middle of delivery when you're delivering the project, when you're servicing the client. Problems show up when you transition from sales to delivery. This transition from sales to consulting, from sales to delivery, they're different hats. And even if it's just you, you're just one consultant, there still has to be a mindset shift From when you are in a sales mode to when you are in delivery mode.
