Do you lose consulting projects to low-fee competitors? Paella Consulting Associates is an advisor to the world’s crustacean industry. For over 20 years [ ] Consultants FeesHow do you handle that threat to your business? MORE
StrategyDriven’s radically different approach to management consulting eliminates the bricks and mortar consulting firm offices that sit empty most of the time and then passes that cost savings on to our clients. MORE
If you recite, “I’m worthy of success” every morning, will your consulting business grow? Recent research reveals that a positive outlook precedes heightened productivity and accomplishment.1 [ ] Consultants Mindset MORE
I’ve seen independent consulting firms pass through periods of severe, belt-tightening on their journey to booming success. On the other hand, more than one consulting firm’s revenue has plunged from $20 million to a few million dollars before culminating in a total, permanent shipwreck. MORE
The post Company Formation for Freelance Consultants and Trainers appeared first on RapidBi. Management company formation consultants Freelance trainers training companyGoing freelance - With so many people being made redundant at the moment, many are considering taking their payoff and investing some of it into setting up their own business. MORE
Last week, a solo-consultant I work with told me he did everything “wrong” in a client meeting but walked away with a $75,000 project. Consultants Offering adding value Consultative selling positioning value proposition MORE
As the leaders of small consulting firms, we’re entrepreneurial, ambitious and highly engaged in our work. Tips for Work/Life Balance for Consultants No-Work Zones For those of us who have home offices, it helps to clearly demarcate [ ] Consultants Mindset MORE
The design of your consulting firm determines your bottom line profit. If you’re a solo consultant, you might think that firm design doesn’t apply to you. [ ] Consultants InfrastructureYou’d be wrong. It applies to you too. MORE
Confidence is to selling consulting as phyllo dough is to making baklava: necessary for success but difficult to maintain in the real world. Below, I outline two confidence-building exercises specifically designed for consultants. MORE
As a consultant who leads a boutique or solo consulting firm, you’re neither trained nor all that interested in being a salesperson. Wouldn’t it be better to just hire someone who is a professional at sales to drum up new consulting business? MORE
He’s not a gatekeeper because you’ve already found your [ ] Consultants Consultative SellingThe good news: you’ve struck up a relationship with the decision-maker at a prospective client. Let’s call her Denise, the corporation’s CUO (Chief Unspecified Officer). MORE
Injecting more speed into your consulting practice will increase your value to clients, increase your success in the marketplace, and increase your enjoyment in consulting. The Faster You Complete a Task, the More Value You Create A prospect [ ] Consultants MORE
There’s a gap between what most clients are looking for from consulting firms and what consultants tend to talk about. Mimi’s casting about for a consultant to help her improve customer satisfaction with [ ] Consultants Marketing MORE
Need a performance breakthrough but don’t want to pay a high-cost consulting firm to evaluate your organization’s performance? Click here for more information and to schedule your free consultation. MORE
Well, by the math, consultant is an ten-letter word. And while I am biased about the role, since I have been one for many years, I do know that many people have bad experiences with consultants – both working with them and hiring them. The post Is Consultant a Four-Letter Word? MORE
Want to achieve the next big step up for your consulting firm? But to generate a quantum leap in consulting revenue and profit, you need an Engineering Vision. One of [ ] Consultants Fees MindsetYou’ve undoubtedly written goals, and I’ll bet you’ve crafted plans, too. Answer the seven questions in this article, and you’ll be poised for explosive growth. MORE
We''ve Moved! Update your Reader Now. This feed has moved to: [link] If you haven''t already done so, update your reader now with this changed subscription address to get your latest updates from us. link]. MORE
Because you’re (hypothetically) on the brink of signing a doozy of a consulting project with PlumCo. You roll with the [ ] Consultants Consultative SellingYou’re a happy camper. MORE
StrategyDriven’s radically different approach to management consulting allows you to use your own staff, not requiring you to use ours, so your people benefit from the project experience and then keep this knowledge within your organization. MORE
This is a post for all the people who “work alone” – you know, independent contractors, independent consultants, people like…me. Well,… Read More Consultant Workshop: The Sales Rollercoaster – a needed workshop led by Tom Niesen of Acuity Systems. We always have two struggles. One, to get our work done. Two, to get more work. And, unlike working in larger companies, we don’t have a sales and marketing team. What do we do? MORE
Consultants Mindset attitude mindsetText and images are © 2015 David A. Fields, all rights reserved. MORE
Statistics show women are joining the growing independent consulting sector at a rapid pace. MBO Partners released an infographic that highlights all of the key findings about women independent consultants from the survey, which you can see below (click the image to view it at full size). MORE
StrategyDriven’s Personal Business Advisor Program makes top tier consulting services available to business leaders at all companies regardless of budget. The current consulting model is expensive and time consuming; often involving fixed duration contracts that include unwanted resources. MORE
Fortunately, that trait makes selling consulting projects more enjoyable and easier. I use a simple template to craft the persuasive story that I tell consulting prospects. Alas, most consultants present a dry, dreary, logical narrative that doesn’t […]. MORE
GLOBAL CONSULTING & DISRUPTIVE INNOVATION. All this got me thinking about another industry and disruptive innovation: Consulting. At one time there were a few large and highly professional consulting firms who provided advisory services and business expertise. By John R. MORE
Jesper (actual name of the consultant) tried for ages to land a project with Astra Zeneca (actual name of client; a.k.a. Last week, after [ ] Consultants Consultative Selling Mindset Consultative selling relationships MORE
Definition: The term ''consultative selling'' first appeared in the 1970s book Consultative Selling by Mack Hanan. It describes a selling technique in which the salesperson acts as an expert consultant for his prospect, asking questions to determine the prospect''s needs and then using that information to select the best product or service for those needs. Sources: Mack Hanan: Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels. MORE
If you view thought leadership as an important ingredient in your consulting firm’s growth, keep this in mind: your ideas don’t matter if they’re tedious. College made my eyebrows hurt. More on that in a moment. MORE
This article is an [ ] Consultants ProposalsWriting a proposal’s easy when the prospect’s head over heels at the thought of procuring your services. But most prospects aren’t giddy at the thought of engaging you. That’s why you need a killer proposal. MORE
Sometimes consulting projects go sideways, or south or downhill. If you’ve been in consulting a while, you’ve faced an unhappy client. How you handle the situation makes all the difference to your consulting practice. MORE
Marketing free consultation pro bono work small business marketing We''ve Moved! Update your Reader Now. This feed has moved to: [link] If you haven''t already done so, update your reader now with this changed subscription address to get your latest updates from us. link]. MORE
Consultants who travel with me know I […]. Consultants Consultative Selling attracting clients Consultative selling positioningWhy aren’t more clients hiring you? MORE
A simple step will generate enormous, lasting impact in your consulting firm. You just tap on the [ ] Consultants InfrastructureIt’s easy. You’ve thought about it. Now’s the time to act on it. Last week I upgraded my office with some new storage systems. MORE
With over 35 years under my belt as an independent consultant, I’ve learned much about how to make life work and make work come alive. In that sense, I wish everyone could be a consultant. Successful consultants are joy carriers. Leadership Development consulting Leadership MORE
There is a world of difference between the giant consulting firms and the small ones and neither group is always best. The problem that you are hired to solve is not always the problem that needs to be solved. MORE
Selling consulting business is easy when you’re an expert in a burning, urgent need that you’re clients are desperate to address. How do you identify the next, big consulting spend your clients will make? MORE
” For consulting firms, one point on the triangle of trade-offs can drive enormous business gains. You may be surprised at which point on the triangle maximizes your consulting firm’s revenue. Most consultants [ ] Consultants Consultative Selling Infrastructure MORE
30 StrategyDriven’s radically different approach to management consulting provides you the access you want – no more and no less – to the business executives and senior managers who have the hard-earned experience needed to get the job done faster, better, and ultimately cheaper. MORE
Great consultants don’t necessarily want to spend a lot of time talking about theory or generalities, they would rather roll up their sleeves and get into the mix to help you address your project needs and challenges now. You just finished reading How a Consultant Can Fit Into Your Culture ! MORE
Need expert advice but don’t think you can afford high quality consultants to support your initiative? Over time, we learned it wasn’t enough to simply deliver a traditional consulting program economically. That’s why we offer a free initial consultation. MORE
Once in a blue moon a consulting prospect will sign a proposal without asking for any changes or concessions. 15 Negotiation Best Practices for Consultants I had a few more best practices in mind, but I want to hear from you to fill out the list. MORE
That movie profoundly changed how I walk in the world and how I approach consulting business development. It allowed me to overcome personal demons and thrive as a consultant. Let me explain: Consulting is a hands-free profession. Consultants Mindset mindset MORE
That’s a mistake many consultants make too. Consultants Creating Value Consultative selling value propositionYears ago Shark Tank featured an enterprising young man pitching his sales training program. Daymon John handed the entrepreneur his pen and demanded, “Sell this to me.” The sales guy bombed. His defensive stance didn’t help, but the salesman’s real problem was his focus on the value and benefits of the pen. MORE
Consultative Related Topics 
Strategy Driven
MARCH 10, 2016
StrategyDriven’s radically different approach to management consulting provides you the access you want – no more and no less – to the business executives and senior managers who have the hard-earned experience needed to get the job done faster, better, and ultimately cheaper.
N2Growth Blog
JUNE 24, 2014
GLOBAL CONSULTING & DISRUPTIVE INNOVATION. All this got me thinking about another industry and disruptive innovation: Consulting. At one time there were a few large and highly professional consulting firms who provided advisory services and business expertise. By John R.
Lead Change Blog
APRIL 18, 2017
With over 35 years under my belt as an independent consultant, I’ve learned much about how to make life work and make work come alive. In that sense, I wish everyone could be a consultant. Successful consultants are joy carriers. Leadership Development consulting Leadership
Strategy Driven
DECEMBER 5, 2016
Great consultants don’t necessarily want to spend a lot of time talking about theory or generalities, they would rather roll up their sleeves and get into the mix to help you address your project needs and challenges now. You just finished reading How a Consultant Can Fit Into Your Culture !
Strategy Driven
MARCH 17, 2016
StrategyDriven’s radically different approach to management consulting eliminates the bricks and mortar consulting firm offices that sit empty most of the time and then passes that cost savings on to our clients.
Coaching Tip
FEBRUARY 21, 2015
Definition: The term ''consultative selling'' first appeared in the 1970s book Consultative Selling by Mack Hanan. It describes a selling technique in which the salesperson acts as an expert consultant for his prospect, asking questions to determine the prospect''s needs and then using that information to select the best product or service for those needs. Sources: Mack Hanan: Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels.
Women on Business
SEPTEMBER 13, 2013
We''ve Moved! Update your Reader Now. This feed has moved to: [link] If you haven''t already done so, update your reader now with this changed subscription address to get your latest updates from us. link].
David A Fields
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There’s a gap between what most clients are looking for from consulting firms and what consultants tend to talk about. Mimi’s casting about for a consultant to help her improve customer satisfaction with [ ] Consultants Marketing
David A Fields
AUGUST 15, 2017
As the leaders of small consulting firms, we’re entrepreneurial, ambitious and highly engaged in our work. Tips for Work/Life Balance for Consultants No-Work Zones For those of us who have home offices, it helps to clearly demarcate [ ] Consultants Mindset
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AUGUST 22, 2017
As a consultant who leads a boutique or solo consulting firm, you’re neither trained nor all that interested in being a salesperson. Wouldn’t it be better to just hire someone who is a professional at sales to drum up new consulting business?
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There is a world of difference between the giant consulting firms and the small ones and neither group is always best. The problem that you are hired to solve is not always the problem that needs to be solved.
David A Fields
AUGUST 1, 2017
If you recite, “I’m worthy of success” every morning, will your consulting business grow? Recent research reveals that a positive outlook precedes heightened productivity and accomplishment.1 [ ] Consultants Mindset
David A Fields
AUGUST 8, 2017
Selling consulting business is easy when you’re an expert in a burning, urgent need that you’re clients are desperate to address. How do you identify the next, big consulting spend your clients will make?
David A Fields
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Because you’re (hypothetically) on the brink of signing a doozy of a consulting project with PlumCo. You roll with the [ ] Consultants Consultative SellingYou’re a happy camper.
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The design of your consulting firm determines your bottom line profit. If you’re a solo consultant, you might think that firm design doesn’t apply to you. [ ] Consultants InfrastructureYou’d be wrong. It applies to you too.
David A Fields
JUNE 6, 2017
He’s not a gatekeeper because you’ve already found your [ ] Consultants Consultative SellingThe good news: you’ve struck up a relationship with the decision-maker at a prospective client. Let’s call her Denise, the corporation’s CUO (Chief Unspecified Officer).
David A Fields
JULY 4, 2017
” For consulting firms, one point on the triangle of trade-offs can drive enormous business gains. You may be surprised at which point on the triangle maximizes your consulting firm’s revenue. Most consultants [ ] Consultants Consultative Selling Infrastructure
David A Fields
FEBRUARY 1, 2017
Jesper (actual name of the consultant) tried for ages to land a project with Astra Zeneca (actual name of client; a.k.a. Last week, after [ ] Consultants Consultative Selling Mindset Consultative selling relationships
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APRIL 25, 2017
Injecting more speed into your consulting practice will increase your value to clients, increase your success in the marketplace, and increase your enjoyment in consulting. The Faster You Complete a Task, the More Value You Create A prospect [ ] Consultants
David A Fields
MAY 2, 2017
A simple step will generate enormous, lasting impact in your consulting firm. You just tap on the [ ] Consultants InfrastructureIt’s easy. You’ve thought about it. Now’s the time to act on it. Last week I upgraded my office with some new storage systems.
David A Fields
JULY 11, 2017
Want to achieve the next big step up for your consulting firm? But to generate a quantum leap in consulting revenue and profit, you need an Engineering Vision. One of [ ] Consultants Fees MindsetYou’ve undoubtedly written goals, and I’ll bet you’ve crafted plans, too. Answer the seven questions in this article, and you’ll be poised for explosive growth.
David A Fields
FEBRUARY 8, 2017
Sometimes consulting projects go sideways, or south or downhill. If you’ve been in consulting a while, you’ve faced an unhappy client. How you handle the situation makes all the difference to your consulting practice.
David A Fields
MARCH 28, 2017
Do you lose consulting projects to low-fee competitors? Paella Consulting Associates is an advisor to the world’s crustacean industry. For over 20 years [ ] Consultants FeesHow do you handle that threat to your business?
David A Fields
AUGUST 31, 2016
Consultants who travel with me know I […]. Consultants Consultative Selling attracting clients Consultative selling positioningWhy aren’t more clients hiring you?
David A Fields
MAY 23, 2017
I’ve seen independent consulting firms pass through periods of severe, belt-tightening on their journey to booming success. On the other hand, more than one consulting firm’s revenue has plunged from $20 million to a few million dollars before culminating in a total, permanent shipwreck.
Strategy Driven
NOVEMBER 18, 2015
Need expert advice but don’t think you can afford high quality consultants to support your initiative? Over time, we learned it wasn’t enough to simply deliver a traditional consulting program economically. That’s why we offer a free initial consultation.
David A Fields
JULY 18, 2017
If you view thought leadership as an important ingredient in your consulting firm’s growth, keep this in mind: your ideas don’t matter if they’re tedious. College made my eyebrows hurt. More on that in a moment.
Women on Business
MAY 4, 2012
Statistics show women are joining the growing independent consulting sector at a rapid pace. MBO Partners released an infographic that highlights all of the key findings about women independent consultants from the survey, which you can see below (click the image to view it at full size).
Strategy Driven
OCTOBER 7, 2015
StrategyDriven’s Personal Business Advisor Program makes top tier consulting services available to business leaders at all companies regardless of budget. The current consulting model is expensive and time consuming; often involving fixed duration contracts that include unwanted resources.
David A Fields
JUNE 24, 2015
Consultants Mindset attitude mindsetText and images are © 2015 David A. Fields, all rights reserved.
Strategy Driven
DECEMBER 16, 2015
Need a performance breakthrough but don’t want to pay a high-cost consulting firm to evaluate your organization’s performance? Click here for more information and to schedule your free consultation.
First Friday Book Synopsis
AUGUST 22, 2016
This is a post for all the people who “work alone” – you know, independent contractors, independent consultants, people like…me. Well,… Read More Consultant Workshop: The Sales Rollercoaster – a needed workshop led by Tom Niesen of Acuity Systems. We always have two struggles. One, to get our work done. Two, to get more work. And, unlike working in larger companies, we don’t have a sales and marketing team. What do we do?
David A Fields
FEBRUARY 3, 2016
Once in a blue moon a consulting prospect will sign a proposal without asking for any changes or concessions. 15 Negotiation Best Practices for Consultants I had a few more best practices in mind, but I want to hear from you to fill out the list.
David A Fields
JANUARY 6, 2016
Fortunately, that trait makes selling consulting projects more enjoyable and easier. I use a simple template to craft the persuasive story that I tell consulting prospects. Alas, most consultants present a dry, dreary, logical narrative that doesn’t […].
David A Fields
MARCH 14, 2017
This article is an [ ] Consultants ProposalsWriting a proposal’s easy when the prospect’s head over heels at the thought of procuring your services. But most prospects aren’t giddy at the thought of engaging you. That’s why you need a killer proposal.
David A Fields
JANUARY 7, 2015
Last week, a solo-consultant I work with told me he did everything “wrong” in a client meeting but walked away with a $75,000 project. Consultants Offering adding value Consultative selling positioning value proposition
David A Fields
MARCH 11, 2015
Confidence is to selling consulting as phyllo dough is to making baklava: necessary for success but difficult to maintain in the real world. Below, I outline two confidence-building exercises specifically designed for consultants.
David A Fields
MAY 4, 2016
That’s a mistake many consultants make too. Consultants Creating Value Consultative selling value propositionYears ago Shark Tank featured an enterprising young man pitching his sales training program. Daymon John handed the entrepreneur his pen and demanded, “Sell this to me.” The sales guy bombed. His defensive stance didn’t help, but the salesman’s real problem was his focus on the value and benefits of the pen.
David A Fields
MARCH 9, 2016
That movie profoundly changed how I walk in the world and how I approach consulting business development. It allowed me to overcome personal demons and thrive as a consultant. Let me explain: Consulting is a hands-free profession. Consultants Mindset mindset
Rapid BI
AUGUST 4, 2016
The post Company Formation for Freelance Consultants and Trainers appeared first on RapidBi. Management company formation consultants Freelance trainers training companyGoing freelance - With so many people being made redundant at the moment, many are considering taking their payoff and investing some of it into setting up their own business.
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