David A Fields

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.

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?

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

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.

External Champions: the Best Supporters of Your Consulting Firm (How to Find/Build Them)

David A Fields

All your consulting firm’s visibility-building and marketing efforts pale next to the power of a champion—an outsider who promotes your firm to others. Your consulting firm can actively create champions and super-champions who will rapidly build your business.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Alternative Revenue Sources for Your Consulting Firm

David A Fields

If you’re having trouble accelerating your consulting firm’s revenue growth, it could be because you’ve forgotten to create a stable revenue base.

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.

3 Steps to Generate Leads for Your Consulting Firm from Content Marketing

David A Fields

Your outstanding content demonstrates to readers, listeners and viewers that your consulting firm houses the knowledge, talent and expertise to solve your client’s thorniest challenges. However, you may be missing a hidden route to surfacing leads for your consulting firm via digital content.

3 Tips to Expand Your Consulting Firm’s Market

David A Fields

There’s a rich, hidden vein of project opportunities for your consulting firm—projects that your consulting firm may not have been in the running to receive. With the proper outlook and actions, you can reveal and win them.

What’s Way More Important than Your Consulting Firm’s Competitive Advantage? (This is.)

David A Fields

You’ve probably been in a situation where your consulting firm is competing to win a project. For instance, say you know you’re one of many consulting firms bidding to help the Foucault Co. shift their momentum. You review the other players and your own approach to Foucault’s challenge.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Should You Use the Same Fee Structure for These Two Consulting Engagements?

David A Fields

Consulting engagements come in many flavors. Your consulting firm’s work for a client could range from answering questions in real time based on your knowledge and experience, to developing research-based recommendations, to constructing and implementing complex solutions.

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.

Rainmaker for Your Consulting Firm? The 10 Attributes You Need to Succeed

David A Fields

“Self,” you say to the warm, approachable person contemplating you from the mirror, “I’d like to win <fill in amount> of consulting next year.” Or you say, “Self, I’d like other people in my firm to win <fill in amount> of consulting next year.”

Why (and How) Your Consulting Firm Should Be Funny

David A Fields

Do you regularly make your clients and prospects laugh? On purpose, I mean. There’s good reason to spill humor all over your consulting firm’s work. My team’s extensive, proprietary research among consulting firm leaders suggests you’ve been hilarious.

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

5 Partners Your Consulting Firm Should Call This Week

David A Fields

Many of your consulting firm’s prospects are caught in the eddies of crisis and battling to stay afloat. While they appreciate your relationship-building calls, unfortunately, they’re too preoccupied to fully engage in deep conversations with you.

You Did What?! The Ideal, First 5 Minutes of Every Consulting Meeting

David A Fields

The initial few minutes of every client meeting present your consulting firm with a unique opportunity. Will you let it slip by unnoticed, or create a regular, business-building habit to maximize that time?

Use This Unique Tool to Focus Your Consulting Firm

David A Fields

Focus. Without focus, no one would become an expert in anything, your consulting firm wouldn’t become a thought leader in your field, and superman’s eyes would cast a warm, rosy glow instead of piercing lasers.

Tools 230

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.

Marketing-Led Post-COVID-19 Growth Strategies

Businesses are laying off workers, shutting their doors (some permanently), and struggling to react to the radical destruction that coronavirus (COVID-19) is doing to our society and communities. However, there’s no team better suited to lead that charge than the marketing department.

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.

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.

How to Promote Your Consulting Firm on Podcasts (Without Being Boring or Annoying)

David A Fields

Podcasts are (relatively) easy to produce, the barrier to entry is virtually zero, and they’ve become more popular than cabbage patch dolls in the 1980s. Should your consulting firm have a podcast? Probably. Can you leverage the podcast movement to your consulting firm’s advantage? Absolutely.

9 Pricing Rules for Your Consulting Firm’s Advisory Engagements

David A Fields

There are consulting projects, there are advisory engagements, and there are chocolate covered almonds. Your consulting firm’s clients may consume all three, however, the rules for pricing are different in each case. Advisory engagements are 90-100% “on-camera,” where your clients can see you.

How ZoomInfo Helps Overcome the Top Pain Points of Inside Sales

Recent digital transformation has shifted the B2B landscape by ushering in the era of buyer empowerment. With more access to user reviews, analyst opinion, and industry research, decision-makers are more informed than ever while navigating what is now known as the “buyer’s journey.”

Lead Generation for Consulting Firms: 4 Essential Rules to Follow

David A Fields

If your consulting firm had more leads, you’d close more projects. Therefore, investing in lead-generation activities and programs seems logical for your consulting firm, right? Maybe. Let me share what my team and I have learned.

The 10 Most Powerful Consulting Skills for This Moment in History

David A Fields

Extraordinary times present you and your consulting firm with the opportunity to make extraordinary contributions. You can employ the toolkit you’ve assembled for consulting to support broader, deeper impact.

Do You Practice These 7 Tips for Proper, Consulting Firm Distancing?

David A Fields

These days, maintaining physical distance preserves your health and protects those around you. News Flash: Mental and emotional distance between you and your business bolsters your health, happiness, and the success of your consulting firm. All entrepreneurs tangle themselves in their businesses.

How to Rekindle Relationships with Your Consulting Firm’s Buyers

David A Fields

Every decision maker who’s regularly in conversation with your consulting firm is a high-potential source of projects and revenue. But if you’ve been out of touch with a prospect, restarting the relationship can feel awkward. The script below will help.

Marketing Ops: The New Revenue Hero

As data continues to play a starring role in today’s B2B organizations, both marketing and sales operations professionals are poised to solidify their place as critical revenue drivers. In particular, the evolution of the Marketing Operations (Ops) role has created a new standard in marketing and has become a vital component of an organization’s success.

10 Impressive, Consulting Firm Achievements that Require Only One, Small Act

David A Fields

You deserve congratulations for your accomplishments so far. Your consulting firm, whether big or small, thriving or struggling, is a manifestation of your intention and commitment to create value for others. Could you achieve more? Much, much more? Definitely.

Where Should Your Consulting Firm Invest for Growth? The Answer is…

David A Fields

If you want your consulting firm to win more clients and deliver higher profit with less labor intensity on your part, where should you invest in the coming year? Popular candidates include development of virtual offerings, lead generation programs, and dark-chocolate covered espresso beans.

5 Pro Tips for Transforming a Lockdown into Killer Testimonials

David A Fields

Your consulting firm’s prospects and clients are settling into the video call format. Other than the relationship-building advantages of video, has this newly-accepted communication medium ushered in any valuable opportunities for your consulting firm? You betcha.

Video 300

The 1 Question that Improves All of Your Consulting Firm’s Rainmaking

David A Fields

Your consulting firm is actively pursuing an engagement with Stephanie Stiltsmuffins. The process of coaxing Stephanie from high-level interest to a signed contract revolves around a single activity: Discovery.

What We Learned From Our Own Data-Driven ABM Strategy

ZoomInfo has created the following eBook to help other B2B organizations gain insights on how to launch their own data-driven ABM strategy. In this eBook, we will reveal the good and the bad from our own campaign and highlight some key takeaways on how to improve your ABM strategies moving forward.

The Two Forces That Will Determine Your Consulting Firm’s 2021

David A Fields

Space-X recently completed another mission. The company hurled a handful of humans (who are infinitely braver than I am) into space so that they can literally hang out at the International Space Station. Rocketeers balance two forces: gravity and thrust.

Rejected Again? Improve Adoption of Your Consulting Firm’s Solutions

David A Fields

What could be more discouraging for you and your consulting firm than promoting a fantastic solution… that prospects and clients don’t adopt? Ask the inventors of the 1964 AT&T Picturephone what they think about the novelty of Zoom calls!) You can overcome that problem.

How to make Yourself and Your Consulting Firm SUPER Productive

David A Fields

Puff your chest out and strike a superhero pose. You’re Super Productivity Person! Sigh, that’s not very catchy is it? Also, to be fair, probably neither you nor your consulting firm are achieving legendary productivity day in and day out. You could, though, using the approach outlined below.

9 Quantum Leap Questions for Your Consulting Firm

David A Fields

You could answer a debate my team and I have engaged in: the best way to create a quantum leap in a small consulting firm’s performance. Plenty of folks are chattering about how your consulting firm can survive or stabilize in the face of an economic downturn.

Catch Them If You Can: The Passive Candidates Edition

With the right tools and mindset, it’s possible to track down this candidate (and many others like them!). How? Simple: By thinking like one. To get started on your search, we’ve gathered clues you’ll need to get in the mind of your passive prospects.