If you are a consultant like Joshu Osmanski who helps clients with certain kinds of issues, what you do is almost the same in every situation. Scenarios may have differences nuances and stories, but the core of what you do always stays the same.

This is why your clients will hardly stay with you for a long time just because of your core competency. If they need your competency on a regular basis, they are likely to hire someone and pay them a smaller employee salary.

This is why it is very helpful if your clients believe that you are the only person who can help them with what you do for them. We all have such people in our lives. It may be a doctor, a baker or a restaurant chef. This is who you want to be like. It is not very hard to have people believe it because they want to believe it. We all want to believe that we have people in our lives that are absolutely unique and your clients are no different when it comes to the desire for having this belief.

Next, it is very helpful if there is something mystical about how you do what you do. You may have proprietary software that calculates the numbers, a proprietary process that generates a strategy or something of this kind. It is a big mistake to be visible at all times and to show your clients how you do what you do, mostly because it is not very impressive. You want people to see the impressive parts. Public speaking or creating proprietary ways of doing something are both very impressive for the majority of people.

Finally, you always want to have an idea floating around that there is something next. One of the reasons why clients stay with consultants for a long time is that they believe that there is a next thing coming. This is also why you want to change things occasionally. The Weight Watchers is a great example of this. They have used points allowing people to eat whatever they wanted as long as the total number of points added up to a certain amount. They had a bad food year where a person could choose a guilty pleasure food that did not count. They also had years with cheat meals. This is a great model successful consultants like Joshu Osmanski use when structuring consulting engagements.

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