David A Fields

A New Area for Your Consulting Firm to Take a Stand

David A Fields

Rejection stings. It’s not fun when a prospect says “No” to your consulting firm. Should it? Maybe, maybe not.

5 Unexpected Ways Your Consulting Firm Can Delight Clients

David A Fields

Your consulting firm can be like the local bistro that produces high-quality meals and has a solid base of loyal customers.

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Dubious Ideas, Foolish Clients and Your Consulting Firm. 5 Rules to Act Wisely

David A Fields

The spectacular failure of CNN+ is hardly the largest debacle abetted by a consulting firm. If your consulting firm had been in McKinsey’s shoes, would you have taken the CNN+ project and built a plan that, in retrospect, appears absurdly unrealistic?

Consulting Firm Owners, Read This First

David A Fields

Sometimes we consulting firm owners make assumptions and those turn out to be wildly inaccurate.

The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.

How to Simultaneously Sell and Deliver at Your Consulting Firm

David A Fields

Life’s great as a consulting firm leader when you’re busy with project work and new engagements are flooding in. Alas, as the brains and face of your consulting practice, projects seem to demand the lion’s share of your time. Then, sales slow and you’re hustling to find more projects.

How and When Your Consulting Firm Should Solicit Feedback

David A Fields

Your consulting firm’s clients are happy. You know this for three reasons: they tell you, they engage your firm for follow-on work and they refer you to other prospects. (If If they send you s’mores, they’re really happy!)

How to Make Clients Comfortable that You (the Star) are Not on Their Project

David A Fields

If you’re known as the founder of your consulting practice (or one of the founders), you may feel your ability to scale your firm is limited because prospective clients want to work with a/the founder and there’s only so much of you to go around. You’re a victim of “It’s gotta be you” syndrome.

How To 323

5 Tactics to Smooth Your Consulting Firm’s Sales and Revenue

David A Fields

You run a darn good consulting firm. And, as a darn good consulting firm leader you know that the path to new business is offering the Right Solution to the Right Target with the Right Chocolate Bribe at the Right Time. But when, exactly is that time? No clue.

Sales 195

What the Very Best Clients Do [Consulting Firm Checklist]

David A Fields

One key to running a successful consulting firm is choosing the right clients. Your consulting firm probably signs good clients overall. Maybe a dud here or there, balanced by the occasional, outstanding client. Your consulting firm’s very best clients deserve Rock Star status.

The Ultimate Guide to Executive Recruiting

Sourcing the right executive candidates and filling key managerial roles in an organization can be difficult, even in the best of times. Download this eBook to level up your discovery process, talent sourcing, and strategies for reaching your best-fit candidates.

Could a Diverse Team Slow Down Your Consulting Firm?

David A Fields

Many of your consulting firm’s clients are prioritizing diversity in terms of thinking style, work style, age, cultural background and, of course, race and gender. What about you and your consulting firm—should you increase your diversity too? The question is more nuanced than you’d think.

Fixing Your Consulting Firm’s Valuable-Yet-Unsellable Offering

David A Fields

There’s a particular type of consulting engagement that’s extremely valuable to your clients and to your consulting firm, yet it can be nigh on impossible to sell. You can correct that mismatch. Diagnostics are an interesting class of consulting projects.

If a Pro Advertiser Described Your Consulting Firm, Here’s What She’d Say

David A Fields

You can explain your consulting firm’s work to prospects in language that is far more fascinating, exciting and, ultimately, more compelling than your standard, dull descriptions. Before we dive in, I invite you to glance at the clock and give yourself permission to focus on this for 15 minutes.

How Your Consulting Firm Can Benefit from My Experiment with Outreach

David A Fields

There are people you’ve not talked with in years, and it’s a shame. They’re good people, you enjoyed your relationship with them, plus, reconnecting could help generate business for your consulting firm.

12 Plays to Kickstart Your Recruitment Process

To stay ahead in this race, every recruiter needs a good playbook. In this eBook, we lay out 12 recruiting plays that can automate key steps in your recruitment process, helping you reduce both the cost and the time it takes to hire the best candidates.

The One, Unique Attribute That Will Attract Clients to Your Consulting Firm

David A Fields

More and more competition for your consulting firm is flooding the field every day. Your prospective clients can choose from an ever-increasing range of solo consultants, independent boutiques, freelancers on platforms like Catalant, plus the big-name firms. How does your consulting firm stand out?

10 Rules of Pricing for Consulting Firms

David A Fields

Pricing your consulting firm’s projects is tricky.

Inventor vs. Installer – The Clear Choice for Your Consulting Firm

David A Fields

Your consulting firm delivers creative solutions and excellent execution; thinking and implementation; fresh strawberries and whipped cream. Which of those should take priority (i.e., your time and resources) in order to win more clients?

[New Technique] Convert A1 Conversations into Consulting Firm Projects

David A Fields

Conversations reveal opportunities for your consulting firm. However, you could be pouring your time and energy into bushels of conversations and still not be finding consulting projects. That’s enormously frustrating, and the strategy below will help.

12 Tips for Selling to the C-Suite

The question for sales pros is this: Are you ready for the challenge, and opportunity, of selling to the C-suite? The following 12 tips can help ensure that you and your team are.

The Perfect, Consulting Firm Sales System

David A Fields

What would the perfect, consulting firm sales system include? Systems are the greatest. They help you master vital tasks and perform them more efficiently and effectively.

System 330

The Best 2×2 Matrix of All Time for Consulting Firms

David A Fields

As a consulting firm leader, you’re well aware that within every client presentation longer than 30 minutes, every white paper, and every compendium of content beefier than 20 pages, you’re required to present at least one 2×2 matrix. Failure to do so could cost you your consulting license.

Top 5 Responses When Your Consulting Firm Loses a Project

David A Fields

Is there a best way to respond to a prospect when they tell you they won’t be awarding your consulting firm a project? Of course there is. Losing a project is frustrating.

Your Consulting Firm Can Easily Reel In Larger Projects. Here’s How

David A Fields

Your consulting firm could be working on larger, juicier, more profitable projects. We’ve often seen firms double or triple their average project size. Achieving that goal may not be as distant or difficult as you’d think.

The Power of Conversation Intelligence

This eBook will answer all your questions and more on Conversation Intelligence (CI) by providing a complete overview and its need in Revenue organizations - delivering impact from your Sales Development Representatives all the way to the C-Suite.

Why Certain Consulting Firms Win Larger Projects (And How Yours Can Too)

David A Fields

Would you rather be like Connie or Vin? Constance Fidanse and Vincent Doehr are real people we work with (the names have been changed, obviously) and both have been running their small consulting firms for around five years.

Use DFY/DIY Combinations to Win More Projects for Your Consulting Firm

David A Fields

Some clients want the bare minimum of support from your consulting firm, which can be frustrating for you since big revenue follows big projects. By introducing more DFY/DIY combinations into your suite of offerings, you may open up lucrative new revenue streams for your consulting firm.

An Impeccable Source of Language for Your Consulting Firm’s Marketing

David A Fields

Picture a deeper, healthier client list and pipeline for your consulting firm—the type you’d have if you communicated your consulting firm’s value in language that instantly resonated with the exact people you want to attract. The source of that alluring, sticky language is at your fingertips.

7 Stretches that Will Totally Transform Your Consulting Firm

David A Fields

When you combine a strategic growth idea with granular prompts and a well-defined process, you can design a dramatic plan to accelerate your consulting firm. Your growth plans for your consulting firm can be evolutionary or transformative.

100 Pipeline Plays: The Modern Sales Playbook

For the first time, we’re sharing the winning plays that took us from scrappy startup to a publicly traded company. Use our proven data-driven plays to grow your pipeline and crush your revenue targets.

Too Big? The Correct Way to Tell if a Project is Right for Your Consulting Firm

David A Fields

Wouldn’t it be great to land a massive, game-changing new project for your consulting firm? Maybe. However, huge assignments have equally huge downsides, and there’s a better way to grow your consulting firm.

10 Tough-Times Strategies for Consulting Firms

David A Fields

You’re swimming in a vast sea of stressful news and, given today’s reality, you’re well within your rights to feel anxious, nervous and uncertain about how your consulting firm should proceed.

[Scope Creep, Responsibility Dodging] How to Set and Keep Better Boundaries with Your Consulting Firm’s Clients

David A Fields

Consulting firm clients occasionally (or frequently) don’t live up to their obligations on a project—mid-project approvals come late, or not at all, critical information is missing, etc. Sometimes, clients ask your consulting firm to take on extra work that was outside of scope.

The ONLY Best Way to Practice Consulting

David A Fields

You and your consulting firm are pretty spiffy. But does your firm employ the one, best consulting approach? Let’s find out. You savor the evidence that your consulting firm produces excellent work.

Your Guide to Using Conversational Marketing to Drive Demand Generation

What is conversational marketing really about? This guide will examine the market forces at play, shifting buyer trends, how to leverage conversation marketing, and the tactics involved in adopting it for a B2B demand generation strategy.

The Ladder You Must Climb to Grow Your Consulting Firm

David A Fields

Clients hire your consulting firm in part because you know more than they do. You’re an expert. Wise in the ways of management, marketing or the musk beetle (or whatever your area of expertise happens to be). How expert are you, though, and what are you doing to continuously upgrade your knowledge?

Consulting Firms and Subcontractors: How to Make it Work (Better)

David A Fields

NASA widely publicized the “seven minutes of terror,” which was the critical phase of the Mars lander mission during which the spacecraft entered the Martian atmosphere and autonomously landed the Discovery rover on the planet’s surface. NASA has nothing on consulting firms.

This 1 Easy Habit Will Make Your Consulting Firm’s Year Far Better

David A Fields

You may be familiar with the habit-creating technique called “Don’t Break the Chain.” Most people use it to establish a new, personal habit. You could also deploy the approach on behalf of your consulting firm.

10 Irreplaceable Benefits of Leading an Independent Consulting Firm

David A Fields

The USA and Canada marked Independence Day this past weekend (as did seven other countries), which is a good reminder to reflect on why leading an independent consulting firm is such an amazing choice.

LinkedIn + ZoomInfo Recruiter: Better Data for Better Candidates

Check out our latest ebook for a guide to the in-depth, wide-ranging candidate and company data offered by ZoomInfo Recruiter — and make your next round of candidate searches faster, more efficient, and ultimately more successful.