Prudent Pedal

Measuring Professional Services Marketing Effectiveness

Prudent Pedal

If I were to ask chief marketing officers (CMO) at professional services firms around the world to measure their teams’ current marketing effectiveness on a scale of 1-5, I suspect that I might get a lot of 4s.

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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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!

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.

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.

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.

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.

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.”

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.

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Marketing for Consultants Study (2019)

Consulting Success

How do you get new consulting clients? Do you have a system in place for winning consulting projects? If you’re a consultant, you’re in the business of marketing. To get consulting clients, you need to generate conversations with the right prospects. Marketing is how you generate these conversations.

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Inside My Daily Routine As A Consultant: Podcast #97

Consulting Success

Being able to balance building a business with having a life full of freedom that allows you to travel, spend much time with your family, and take care of yourself is an ideal daily routine for most people. Today, we get inside Michael’s daily routine as a consultant.

Writing For Publications To Get Consulting Clients with Yuri Kruman: Podcast #106

Consulting Success

In the consulting business, nothing gets people to connect with you more than telling your stories. Yuri Kruman of Master The Talk Consulting leveraged his talent for storytelling to do that.

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.

3 Pillars Of Revenue Generation For Consultants with Paul Klein: Podcast #107

Consulting Success

When you’ve transitioned from corporate to consulting, you would have income highs and lows. You also face the challenge of pricing your services as a newcomer.

The Consulting Firm Danger Zone (and How to Avoid It)

David A Fields

I’m going to walk way out on a limb and assume you want to grow your consulting firm or your bank account and/or your personal capabilities. Okay, it wasn’t much of a limb. More like lounging in a lawn chair while looking at the tree.

Landing a $60 Million Deal Without a Proposal with Subir Chowdhury: Podcast #95

Consulting Success

A good consultant gathers all the information and evaluates it accurately. The more depth and understanding you have, the better results you can deliver. Subir Chowdhury, the CEO of ASI Consulting Group, believes in this concept.

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A More Powerful Way to Communicate Your Consulting Firm’s Promise

David A Fields

Is your consulting firm like toothpaste? In case you’re scratching your head, trying to figure out where this is going, there’s an easy answer: No. Of course not. Your offering isn’t creamy and there’s no limit to how much consulting you can bring on a plane.

How to Ensure Your Clients Happily Write Your Consulting Firm Big Checks

David A Fields

Your soft, consulting heart practically bursts when your client crows, “Investing with you was the smartest move we’ve made on our business.”

How to Make Your Consulting Joyful (Again)

David A Fields

If your consulting firm’s plate is overflowing with client work, you’re probably hustling long hours and stressing over deliverables, capacity and quality.

Nailing Your Consulting Firm’s Capabilities Presentation

David A Fields

When a prospect invites you to present your consulting firm’s capabilities, you know you’ll walk into an uber high-potential meeting. Your prospect is already aware of her need and wants to solve it. The only question is whether your capabilities impress her. Right? Not exactly.

Don’t Focus on Leads For Your Consulting Business (Until You’ve Done This)

Consulting Success

Any consultant whose gone independent understands an important truth: You’re not just in the business of consulting. You’re in the business of marketing. Without marketing — generating conversations with buyers (leads) — you cannot generate revenue.

5 Consultant Strategies for Getting Unstuck

David A Fields

You’re stuck. Or your consulting firm is stuck. A task or goal has claimed permanent residence on your to-do list. Write a book, or track consulting project profitability, or win a consulting project from the Danish royal family.)

Automation Tips For Consultants with Steve Glaveski: Podcast #109

Consulting Success

These days, technology has offered so many opportunities for businesses to grow at a much cheaper way. In the midst of this is outsourcing and automation. Steve Glaveski, the CEO of Collective Campus, outlines some tips on how you can employ these new strategies for growth effectively.

Using Equity Deals As A Consultant To Build Wealth with Roland Frasier: Podcast #93

Consulting Success

Investing money, time, and strategy in a company are the fundamentals you can apply to any industry. Founder of War Room Mastermind, Roland Frasier, shares how combining these three to equity deals can help build wealth.

How to Spot Your Goldilocks Consulting Opportunities

David A Fields

Before Goldilocks was eaten by the three bears (or was it the three pigs?), she fussily spotted the ideal porridge, chair and bed for herself. What’s the ideal consulting opportunity for your consulting firm? There are myriad guidelines you could apply to pinpoint your ideal consulting opportunity.

10 Consultants Share Their Best Advice: Podcast #100

Consulting Success

It is the 100thepisode of Consulting Success Podcast. To celebrate this milestone, host Michael Zipursky takes you through the top ten episodes’ key insights. Implement them in your business and apply them to your mindset to perform at even higher levels as consultants.

A Simpler, Better Approach to Managing People at Your Consulting Firm (Including Yourself)

David A Fields

A small crowd of individuals touches your consulting firm’s work, even if you run a small consulting firm or a solo shop. There’s the experienced and savvy consulting team you assemble to create value on each consulting project, as well as any staff and contractors that provide support.

Niche: Required or Overblown for Your Consulting Firm?

David A Fields

You’ve undoubtedly received plenty of advice to position your consulting firm in a narrow niche. Of course, you’ve also been advised to coat your daily diet with chocolate. Maybe the latter advice was only from me, but it still counts.) Niche, chocolate. Is either one really necessary? Absolutely!

3 Time-Tested Keys To Get Consulting Clients: Podcast #94

Consulting Success

Every entrepreneur says that marketing is the heart and soul of the business. They’re always looking for the latest and best applications or tools that will allow them to see better results in a short period of time.