*Interview with Alan Weiss Part 2: Building a Successful NLP Consulting 
Practice*

Read part 1 of the interview with <a href="http://www.nlpschedule.com>Alan Weiss</a>.
*

*Q. The two most common forms that I've seen people bringing NLP into 
corporations are either as individual practitioners looking for individual 
organizational work, and as trainers who bring the ability to train groups 
in specific skills like sales. How should individuals following these paths 
proceed, and what differences should there be in their marketing methods? *

*Weiss*: No difference in marketing. Marketing is based on finding need, 
matching competency to the need, and having passion. The key is to have a 
value proposition based on business outcomes (e.g., faster sales, closing 
time) and downplay the actual NLP methodology which, rightly so, will cause 
the eyes of the buyers to glaze over.

* Q. Assuming that one of the major skills that a consultant or trainer 
brings is NLP skills, and NLP training, how would you suggest that each go 
about attaining new prospects? You mentioned in the first Q & A that 
branding around NLP doesn't make sense. What methods should one use to find 
prospects that are a good (and likely) fit for these services?*

*Weiss*: Actually, this is the same answer as above. Find need and meet it. 
The best bet is for NLP to be simply one of many OD and or/ coaching tools 
used, and not be a "one trick pony".

* Q. Judging from what you have seen in the field, what are a couple of 
those "needs", that <a href="http://www.nlpschedule.com">NLP methods</a> 
(as you've seen them at their best) would 
match? (I've considered this on my own, and would like to see how mine 
compare to yours.)*

*Weiss*: I think this repeats prior questions. Basically, it's a tool among 
many. It can be used for improving individual performance and coaching; for 
gaining higher quality relationships in sales; for exerting influence in 
recommendations, etc. But I reiterate, this is not an intervention in its 
own right, but an augmentation to others.

* Q. Once someone has identified the outcomes of their work, and identified 
the need that they can fill, how does one go from to targeting specific 
companies as prospects?*

*Weiss*: You determine who is the likely buyer for your services, despite 
industry and company (e.g. Vice President of Sales) and then find that 
person in companies that can spend money and do have a strong history of 
using outside aid. <a href="http://www.nlpschedule.com">NLP is cross-cultural</a> 
in its application. One should publish, speak, and network to get in front of that buyer, but basing all on 
business outcomes not the methodology.

* Q. For example, if someone does helps solve people issues in corporations, 
or does helps executives improve personal performance, or trains groups in 
highly interactive sales skills, how should they go about prospect hunting? 
Considering that they might be located in Amherst , NY , or Marin , CA .*

*Weiss*: You do some homework via reading and research and find firms with 
clear challenges, successful enough to have money to spend, a history of 
using consultants, a culture of change, etc. But you have to be willing to 
get out of Amherst or you're just dabbling…