Prudent Pedal

Marketing Guidelines for Professional Services Firms During the Covid-19 Pandemic

Prudent Pedal

I offer 6 simple marketing guidelines for professional services firms during the COVID-19 pandemic that will build your reputation—or at least protect it until it’s over. In the past two weeks, I have digested more “content” than is healthy.

How Are You Spending Your Social-Distancing “Vacation”?

Prudent Pedal

Yesterday my 17-year-old, over-achieving daughter shared her Spring break, social-distancing To-Do list. She put the list together on her own (no parental mandate) because her Spring break plans were canceled and social media just was getting old (there is hope for the world.).

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How to Evaluate Your Marketing Team

Prudent Pedal

In my last post, How to Evaluate Your Marketing Leader , I laid out a rubric for managing partners to assess the performance of their marketing leaders.

How to Evaluate Your Marketing Leader’s Performance

Prudent Pedal

If you’re a managing partner, practice leader, sales leader, or chief administrative officer in a professional services firm, you probably have responsibility for “managing” marketing.

The Surprising Effects of Business Vs. Leisure Travel

*Already submitted with the first entry, please contact me if you would like me to write up again.

Getting Buyer’s Journey Mapping Back On Track

Prudent Pedal

Well, we’ve reached the point where Marketing has ruined a good thing once again. We did it to social media, buyer personas, podcasting, marketing automation, Christmas, Easter, and Memorial Day. What have we ruined this time?

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A Professional Services Marketing Self-Assessment

Prudent Pedal

I’m releasing a new Professional Services Marketing Assessment. Here’s what makes it different and why it’s important. Leaders who seek me out are frustrated with their marketing results.

Building Consensus in Professional Services

Prudent Pedal

If you find yourself in a partner meeting having achieved consensus on a strategic choice without blood and guts having been spilled on the conference table, then you have probably not made a strategic choice. Professional services firms don’t build consensus any other way. Here’s why.

Why You Need a Selling Philosophy

Prudent Pedal

A firm’s reputation begins taking form the moment one of its employees begins interacting with a prospect. A sales meeting is one of the first and most important interactions because prospects understand that “how a firm sell me is how they will serve me.”

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How to Present to Executives

Prudent Pedal

Over my career, I have received, given or simply observed thousands of briefings, pitches, and proposals. There is a clear delineation between effective and ineffective presenters and business-development winners and losers.

The Definitive Guide to Becoming a High-Growth Company

Why do some companies grow at a double-digit pace every year, while others experience nominal (or even flat) growth year over year? Discover the common attributes that your High-Growth Clients have in common as they outperform their competition in top-line growth!

Ready to Change

Prudent Pedal

In the past, I’ve manned a suicide hotline. I’ve worked with troubled youth. I’ve spent time around 12-Step programs. Today, I work as a grief counselor. I have received much training to prepare me for each of these roles.

8. What Is My Attitude Toward My Life in My Firm? 10 Questions Prudent Firms Ask Themselves

Prudent Pedal

If your career with your firm ended today, would you be satisfied with the life you have led and your work’s contribution to it? That’s a big question. AND, perhaps one you might answer differently on a given day. Take a minute, look back at your time with your current firm.

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Taking the Path of Least Resistance

Prudent Pedal

Human beings love the path of least resistance. We want the easy route to success, fame, wealth or power. Time and effort are for chumps. Managing partners want a brand like Apple. Practice leaders want super-charged growth—today. Business developers want uncontested, easy to close leads.

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Identifying Market Opportunities

Prudent Pedal

A growing number of Americans self-describe as “spiritual, not religious” or have given up on God and religion altogether. In fact, several empirical studies show that America is becoming less religious.

Assessing the Five Styles of Enterprise Business Intelligence

The world of BI and analytics has evolved. Discover the five styles of reporting and analysis, and learn the pros and cons of each in an enterprise scenario.

The Generous Act of Marketing

Prudent Pedal

For the past 20 years, the B2C marketing profession has been moving in the direction of professional services. These consumer-focused companies are finally learning what professional services firms have known for decades—dare I say centuries.

Creating an “Umbrella” Brand: Brand Mistake No. 10

Prudent Pedal

“Master brand” is a term used frequently in professional services. A master brand allows a firm to present itself under a single moniker, one visual identity, one value proposition, and one tagline. Either no sub-brands exist or those that do are properly subservient to the master brand.

Lessons from a Life in Marketing Leadership

Prudent Pedal

This past week I said, “Happy retirement!” to the best manager and leader with whom I have ever had the pleasure to work, Nancy Pechloff at Andersen. I refer to my time working with her as my “karate kid” days.

We Suck Less

Prudent Pedal

Imagine being a CMO or agency partner proposing this tagline and positioning statement to a managing partner or group of practice leaders: “We Suck Less.”. How do you think that idea would fly in the boardroom? Would you want to use it for your firm?

You Have Odd Personality Strengths

Prudent Pedal

This past week Gallup gave me an opportunity to download the details of the StrengthsFinder test I took several years ago. When I originally completed the test while reading Now, Discover Your Strengths , the test only offered insights into my Top 5 of 34 strengths.

The Best Marketing Job in the World

Prudent Pedal

On the latest Rattle and Pedal podcast , Jason Mlicki and I wrapped up a series on “ Stupid Sh*t Marketing Should NOT Do ” and how professionals could move from checking boxes off that list to, instead, checking boxes off of my list of “ Smart Sh*t Marketing Should Do.”

Cash Flow Relief for Independent Consultants: the CARES Act & Other Ideas

Successful Independent Consulting

We’re in an unprecedented situation because of the COVID-19 coronavirus, and the economic fallout has been drastic for many business sectors, such as travel and restaurants. For us as consultants, the effects are likely to be more gradual but our income will likely be affected.

A Superior Response to “What Makes Your Consulting Firm Better?”

David A Fields

You know a rain barrel full of reasons why your consulting firm is better than other firms that do what you do. Among the reasons, of course, is you. Your experience and ideas and unique perspective.

How to Reduce the Anxiety From Your Consulting Firm’s Uncertain Future

David A Fields

Are clients coming back? Are projects canceled or postponed? For how long? Do you need to cut expenses? Fire staff? Change your business model? Join me in a thought experiment to determine your best path forward during these turbulent times.

Mastering The Art Of Consulting Sales And Client Relationships With Andrew Sobel: Podcast #132

Consulting Success

Consulting is a two-way transaction. While people know this, not many take it to heart. A consultant goes beyond merely telling their clients what to do; rather, they listen and build trust in one another.

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How and When to Raise Your Consulting Rate

Successful Independent Consulting

The easiest time to raise your rate is on the cusp of something new — a new year, a new project, a new client. With the new year just a few weeks away, now might be the time. This article offers ideas of how to do this, as well as some sample language to use when notifying your clients.

Consultants: Is Your Email Signature Helping You Stand Out from the Crowd?

Successful Independent Consulting

As an independent consultant, it’s vital that you convey professionalism at every step if you want to get hired at a great rate. Details matter, particularly when you’re making an initial impression.

How To Get Referrals For Your Consulting Business With Katie McConnell Olson: Podcast #114

Consulting Success

Getting human leverage can be a time-consuming process. In this podcast episode, host Michael Zipursky talks with the Founder and CEO of Hire Education Consulting Group, Katie McConnell Olson, about how to get referrals for your business and the true meaning of talent optimization.

If You're a SME Make Extra Money with GLG

Successful Independent Consulting

Most self-employed consultants I know have deep expertise in a certain function or industry, and nearly everyone would like to earn some extra money. If this describes you, check out what I recently discovered.

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Why Trust-Based Selling Is Completely Different With Consultant, Ari Galper: Podcast #130

Consulting Success

No matter which career, business, or industry we are in, we become a salesperson. Whether we sell products, services, or ourselves, it is imperative to be able to grasp the best approach to selling to your ideal clients.

Negotiation Tips for Independent Consultants

Successful Independent Consulting

Negotiating is typically hard for everyone, but it’s especially tough for consultants. It’s our nature to make the client happy, so negotiating for a higher rate feels awkward.

10 Triggers that Set Off Growth Explosions at Your Consulting Firm

David A Fields

Is there a way to make your consulting firm’s business development efforts easier, stable and more effective? Yeparoonie. There sure is. Visibility-building undergirds your consulting firm’s endeavors to attract clients.

Selling Your Consulting Business And Starting Over With Lori Kleiman: Podcast #115

Consulting Success

For anybody thinking of selling their business down the road, they want to see check deposits, copies of checks, copies of invoices, and make sure that everything matches up.

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Action In Uncertainty: Ideas to manage and thrive during turbulent and uncertain times

Consulting Success

Here is a list of best practices and ideas to help consultants not only manage but thrive during these uncertain times. What # resonates with you most? Let me know in the comments below… And if you have some best practices of your own that you’d to add to the list type those in the.

Using YOUR Voice To Land Big Consulting Clients With Leah Bonvissuto: Podcast #131

Consulting Success

Presentations are an essential part of any business. It is where ideas are brought to light, potential connections are established, and even customers are marketed. That is why it is crucial to deliver your presentations the best you can.

Flip The Script For Consultants With Oren Klaff: Podcast #116

Consulting Success

In this episode, Oren Klaff, the author of the books Pitch Anything and Flip the Script, talks about the art of deal-making. Oren is known as the go-to guy to get deals done when someone needs $10 million or $25 million for their startup business idea.