David A Fields

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.)

The Little Act that Can Transform Your Consulting Firm

David A Fields

Your consulting firm can take bold actions to win clients and generate value. Today, though, my question is whether you could accomplish more for your consulting firm by focusing on small, mundane acts. Most people harbor an outsized obsession with “the big play.”

Consulting Projects: 6 Ways to Close ‘em, 5 Ways to Lose ‘em

David A Fields

Rick, a friend and colleague of mine, routinely sells millions of dollars in consulting projects for his boutique consulting practice. Since Rick had the same question, a few years ago he analyzed 95 consulting proposals he had submitted in order to find out why some closed and others didn’t.

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.

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.

Don’t Miss These Prime, Relationship Building Occasions

David A Fields

There are a few things you know, beyond any shadow of a doubt, about the process of generating revenue for your consulting firm: Relationships are essential to winning consulting engagements, even if your consulting firm plays in the world of RFPs.

How to Fill Your Consulting Firm’s Funnel

David A Fields

What if you’re closing consulting deals, but not enough of them? If a healthy percentage of your consulting firm’s prospects flow down your funnel to a signed deal, then your fundamentals are working. Right People, Right Problem, Right Solutions, Right Time.)

5 Keys to Great, Consulting Firm Marketing

David A Fields

Sit back and imagine your consulting firm as pure, rich, creamy scoops of ice cream. Prospects and consulting opportunities are the hot fudge that pours onto your icy practice in a steady, glossy stream of chocolatey richness. When you put it that way, it’s hard not to like consulting, right?

Want More Rain at Your Consulting Firm? You Need This First

David A Fields

Imagine your consulting firm as a palace. Ideally, frequent storms of consulting opportunities shower your spires and domes, coursing down to sustain the peasants consultants in your employ and nourish your garden of profit. Or, if your consulting firm is not a palace, then perhaps it’s a house.

One, Powerful Model that Explains Why Your Consulting Firm Wins Projects

David A Fields

From your clients’ perspective, engaging your consulting firm is an emotional decision. The notion that “people act on emotion then justify with logic” has become clichéd.

10 Ways to Have Fun in Consulting

David A Fields

You probably spend more time working as a consultant than you spend in any other role in your life right now. Holey shmoley. Can that be true?

How to Create Need for Your Consulting Firm’s Offering

David A Fields

As a consulting firm leader, you’ve probably wondered more than once how you can increase the Need for the services you offer potential clients. So, how do you? It’s a trick question. Your consulting firm doesn’t create or increase needs; you discover or reveal them.

A Simple Question to Boost Your Consulting Firm’s Close Rate

David A Fields

A couple of decades ago in Pittsburgh, a small group of onlookers (including me) collectively gasped as the slender, young man we were watching wobbled at the top of his ladder.

This Proposal Writing Trick Can Help Your Consulting Firm Close More Projects

David A Fields

Pop a sun-warmed, fresh-off-the-tree olive into your mouth and you’ll spit it out after one bite. Blech! But if you process your olive with brine and NaOH (a.k.a., lye) for even a short time, the result can be sublime.

Your Goldilocks Consulting Projects [Part 2 – Time Horizon]

David A Fields

Let’s finish up with Goldilocks, that unrepentant trespasser, porridge thief and handy metaphor for everything “just right.” When last we left our fair-haired bear bait, she was pointing to Significance as one of the key indicators of the perfect project for your consulting firm. See this article.)

What Your Consulting Firm’s Clients Really Want

David A Fields

You’re a problem solver, synthesizer, connect-the-dotter. Yep, you’re a cerebral, smarty-pants consultant, and you use your mega-intellect to set your clients on the path to success.

What Your Consulting Firm Needs Most: Perspective

David A Fields

What’s the heaviest chain restraining your consulting firm’s growth (in revenue or margin, lifestyle, or all three)? You already know the answer, because it’s in the article’s title: your perspective.

5 Steps to Overcome Fears That Hold Back Your Consulting Firm

David A Fields

It turns out your consulting firm’s worst enemy isn’t a competitor, a procurement department, or a Rottweiler nicknamed Bitey. No, the greatest impediments to your consulting firm’s forward progress are your personal fears. Every time you transcend your doubts, you open yourself up to a breakthrough.

A Two-Step Process for Raising Your Consulting Firm’s Rates

David A Fields

What do you think about raising your consulting firm’s fees 30% or 50% or 100% or more? Does a little voice in your head protest, “No way! No one’s going to pay <insert number> an hour for a consultant”? We’re going to name that little voice and give you an alternative.

Your Consulting Firm’s Worst Enemy

David A Fields

It’s easy to imagine your consulting firm’s worst nemesis is a competitive consulting firm, a procurement department, your prospects’ internal staff, or gingivitis. However, the biggest threat to your consulting firm’s growth is much closer to home and much more personal.

The Perfect, Post-Project Checklist for Your Consulting Firm

David A Fields

You want your consulting firm to continuously improve and grow. The door to improvement and growth opens when you reflect on an experience, not simply from living through the event. Ergo, reflecting on every project will help your consulting firm thrive. But what, specifically, should you evaluate?

How to Know if You’re Successful at Consulting

David A Fields

How do you know if you’re doing well at the consulting game? Revenue? Client feedback? Those are okay metrics; however, if you look around your office you’ll find a better clue.

A Hidden Resource Your Consulting Firm Underutilizes

David A Fields

Ron “Cherry Top” Ronson, CEO of HunkaChunk Chocolate Company, wants to hire your consulting firm to work your magic, but you’re hesitating. Because you’re already busy. Beyond busy. As a firm you’re running flat out and working overtime. On one hand, you fiercely want the HunkaChunk project.

3 Tips to Gain 2 Extra Hours a Day

David A Fields

As a consulting firm leader, you’re constantly wrestling with the clock. You somehow have to balance project work with finding clients and annoying administrivia. Oh, and your family would like a minute here or there with you. Aaaack! Look, if finding extra time were as easy chunking your day into time blocks, or starting with … Continued. The post 3 Tips to Gain 2 Extra Hours a Day appeared first on David A. Fields. All Articles Consulting Consultants

The 10 Best Ways for Your Consulting Firm to Add Value

David A Fields

Half the spinning cycle of consulting is creating value for your clients. The other half is winning engagements.) If your consulting firm can add more value, you can win more projects from more clients at higher fees. So, let’s cover the ten best ways to add value to a consulting project.

5 Ways to Lavish Consulting Clients With Attention, Without Adding Work or Time

David A Fields

Imagine your consulting clients are donuts (this is helpful in many, many ways) and the attention you give them is glaze. Obviously, the more attention you slather on your clients, the better. Consulting clients love to be attended to.

3 Tips to Make Your Consulting Firm’s Content Attract Clients

David A Fields

You want to write an article, give a speech, post a podcast, distribute a video or disseminate some other form of conceptual brilliance. Because when your intellectual barbeque sauce is lip-smacking good, it generates consulting clients.

The Top 10 Things You Can Do in 2019 to Grow Your Consulting Firm

David A Fields

The whole year is open for your consulting firm to accelerate to new heights of success. Twelve full months of opportunity. How can you make the most of them? The Top 10 Things You Can Do in 2019 to Grow Your Consulting Firm 10.

Take off Your Happy Face! Why Consulting Clients Love Disagreeable Consultants

David A Fields

Your consulting clients walk into each engagement holding bouquets of helium balloons they want to release to the sky. Metaphorically, unless your clients are clowns.) Each balloon is an assumption, preconception, hypothesis or dream that only requires your confirmation.

Two Secrets to Delighting Your Consulting Clients

David A Fields

Your consulting firm’s clients are wired to notice certain things. That’s because they’re human. Let’s take advantage of that wiring to help your consulting firm win more projects and create happier clients. Consulting clients want results. That’s pretty obvious, right?

The Best Way to Sort Consulting Clients into “Types”

David A Fields

As consultants, we are masters of a particularly human trait: simplifying. We boil down a confusingly multifarious muddle into orderly, digestible bites. We apply this ability to trends, situations, strategies, opportunities, and virtually everything else. Including people.

The 10 Greatest Questions to Ask Consulting Prospects

David A Fields

You’re a consultant. You solve problems and give advice. Your wisdom and sagacity determine your to clients, and you are literally paid to announce your well-reasoned thoughts. And yet, in the pursuit of new clients, your most profitable course is to learn rather than to inform.

A Common Problem for Consulting Firm Rainmakers is Easy to Fix

David A Fields

Mentally transport yourself back in time 50 years to Princeton, New Jersey; a sleepy, college town that’s fertile ground for consulting firms. It’s easy to imagine yourself and a few colleagues walking off a satisfying, business lunch along the town’s shopping district.

Why On-Site Consulting Bites, And When to Do It Anyway

David A Fields

Are there consultants who love to sleep in impersonal hotel rooms, consume unhealthy food, miss family events and endure flight delays? Maybe. After all, there are people who love to eat crickets.It

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An Easy, 7-Step Relationship Plan for Consulting Firms

David A Fields

Relationships. The lifeblood of your consulting firm, and the foundation on which 95% of advisory engagements are won. Plus, the more, strong, healthy, vibrant relationships you have, the wealthier you are.

These 5 Reports Will Help Your Consulting Firm Succeed

David A Fields

Since you’re a consultant, chances are you’ve produced a report or two. In fact your consulting firm may dazzle your clients with artfully designed presentations and printouts, chock-a-block with clever analyses, pithy insights, and/or progress updates.

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7 Assumptions that Might Be Sabotaging Your Consulting Firm

David A Fields

You know the old adages about assumptions: “Assume makes an ass out of you and me,” and “Assume I’ll want chocolate when I visit, and you’ll be right,” and, of course, “Assume spelled sideways is almost masseuse.” Assumptions alleviate the strain on your brain.