Isn’t their lack of skill or their knowledge…
It is their self confidence and their follow through.
Too often I meet with consultants that assume their buyers are doing them a favor meeting with them, talking with them, and working with them.
If you are a consultant, you are a partner of your clients. You aren’t subservient. You aren’t coming to them for a handout. You have a qualified and measurable skill and you are partnering with you clients to achieve better results or results that they are not likely to achieve without you.
So approach your engagements from this angle and you will be much better off. And, you won’t be afraid to follow up, because partners don’t leave their partners in the dark.