From its inception，management consulting is highly specialized, and consultant used to communication with people with same expert. Nevertheless, when need non-professionals to make final decision, and consultant feel at lose to persuade non-professionals, especially boss to accept framework of cooperation. However, tactics about how to negotiate with non-professionals can make the process easy.
Write with expertise. When submit proposal, write as professional as possible, because that boss can make other people who can judge your qualification and credibility. Keep in mind that, write honestly about what your idea about client problem and what your suggestion to improve.
Talk about value with boss. Usually, boss care about effects of interventions, and what improvement consultant can bring about. Estimating value, which you can realize carefully and logically, to negotiate. However, when works as expert and you cannot articulate core value of your project, then you have to withdraw from the process.
Allegorize with term in their business. If you familiar with their business, when negotiate consulting project, use their language to make metaphor which can easily get credit. Remember that consulting business is based on trust, when boss trust you, then you get closer to the contract.
Be care at contacting with boss, and design strategy suitable for people who is non-professionals and can decide which one to hire and trust.
