For Independent Consultants, Business Development = Relationship Development

Successful Independent Consulting

The biggest stressor for self-employed management consultants is business development: how to cultivate meaningful regular work. First, consultants are good at helping clients solve problems but usually aren’t trained in sales or marketing. Independent consulting is no different.

Five Emotions that Stall Your Consulting Firm’s Business Development Efforts

David A Fields

Consulting is an emotion-driven purchase. If you don’t understand your consulting prospects’ desires and fears, their sources of happiness and anxiety, your business development efforts will hit hard ceilings. You may know a lot about dolls, or [ ] Consultants Consultin

Shift Your Perspective to Make Business Development Easier

Successful Independent Consulting

Most consultants I know struggle with business development, and it’s a top concern among those thinking about going independent. “ Most of us never had sales training so this concern is understandable, but reframing how we think about business development can turn concern into action.

The Key to Developing Clarity On Your Ideal Clients

Consulting Success

You want to have crystal clarity around who your ideal consulting client is. Then develop your messaging around them. This can seem counter-intuitive to some consultants. The Key to Developing Clarity On Your Ideal Clients is a post from: Consulting Success.

A Better Approach to Consulting Business Development: Portfolios and Cascading BucketsDevelopment

David A Fields

Lessons from financial investing and a technique called Cascading Buckets can improve the results of your business development efforts for your consulting firm. I read those excellent sources but I’m still less [ ] Consultants Segmentation

Consulting's Secret Club

Successful Independent Consulting

Last August I wrote a blog post about how labels matter , specifically that you should make more money by calling yourself a consultant instead of a contractor. It’s not enough to simply replace contractor with consultant on your résumé and LinkedIn profile. Business Development

Leadership Consulting Interview with Nick Craig: Podcast #76

Consulting Success

Leadership Consulting Interview with Nick Craig: Podcast #76 is a post from: Consulting Success. Consulting Success Podcast authentic leadership hiring interview Leadership leadership development Leading from Purpose

9 Essential Steps to SIMULTANEOUSLY Develop & Deliver Consulting Business

David A Fields

Life’s great as a consultant when you’re bustling through a project. The bane of independent consultants’ existence. Consultants Project Management productivity project management time managementUntil the project’s done. Then you pop your head up and life’s rough while you’re hustling to get another project. Until you land one. Then you’re back to bustling… …and on it goes. Hustle and bustle. Feast and famine. Grins and grimaces.

5 Recommended Courses To Develop Business Understanding for Consulting

Management Consulted

Today we bring to you some key ways that you can increase your business understanding and, therefore, your effectiveness in consulting. As a consultant, you have to look at things in ways that most people would not. Consultants are often asked to help businesses grow.

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From Zero to $300,000 in 18 Months — An Interview with Organizational Development Consultant Betsy Jordyn – Episode 2

Consulting Success

Consultants can increase their value by identifying and focusing on natural strengths and limiting their specialized area of expertise. Description: Betsy Jordyn is the founder of Accelera Consulting Group. She is an organizational development and strategy consultant who previously worked with Walt Disney World. Even Walt Disney World needs consultants to take their concepts for future improvements to the next level.

Importance of Developing Soft Skills in Consulting

Tom Spencer

As I start my consulting career, some of the questions that I keep coming back to are: How can I stand out amongst all of these high achieving and well educated individuals, especially in the beginning? What skills do I need to develop? What are the keys to longevity at my firm and the greater consulting world? Luckily, the answers that I received from countless individuals at various levels of seniority at the firm were the same: focus on developing your soft skillset.

Your 2019 BVFLS Practice Development Marketing Plan

Rod Burkert

Are you looking for practice development ideas that can build and grow your BVFLS practice? That is why I created this turnkey practice development marketing plan ebook. It’s your practice development marketing plan for the next 12 months. Coaching news Practice development

Positioning Yourself As The Expert — How To Develop A Consulting Voice That Clients Will Listen To with Ron Carucci: Podcast #21

Consulting Success

Today I’m joined by seasoned consultant and passionate leader Ron Carucci. His work has taken him to over 20 countries in four different continents, and he is the author of several consulting and leadership books as well as a regular contributor to Forbes.com and the Harvard Business Review.

5 Simple Steps to Win More Consulting Projects (Make Sales Easier)

Consulting Success

Here’s how to win more consulting sales. The most effective consultants understand that it’s all about what’s going on in the buyer’s mind. 5 Simple Steps to Win More Consulting Projects (Make Sales Easier) is a post from: Consulting Success.

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Positioning Yourself As The Expert — How To Develop A Consulting Voice That Clients Will Listen To with Ron Carucci: Podcast #21

Consulting Success

Discipline and patience are two of the essential keys that will bring you the greater consulting success you are seeking. Description: Today I’m joined by seasoned consultant and passionate leader Ron Carucci. Building A Consulting Firm To The Perfect Size.

Do Consulting Firms Rely On Hiring Salespeople to Sell Work?

Steve Shu Consulting

Many consulting firms (especially management consulting firms) rely on prior consultants in terms of selling work. In consulting sales, you are selling yourself and your team. It is hard for external, non-consultant salespeople to do this.

5 Cheap Ways for Consultants (or Anyone) to Develop Their Skills

Tom Spencer

The consulting industry is a very competitive field with an abundance of highly educated professionals with proven track records of success. Below are five favourite tips for skill development at zero cost. Develop your own Product/Program Methodology.

Digital Business Development Podcast #1: Jim McCraigh

Tsavo Neal

In this episode, you’ll learn… The most important lessons Jim has learned 30 years in the consulting business. How to build a system for attracting a steady stream of consulting clients. Digital Business Development Podcast

Supplementing Your Pipeline with Consulting Agencies

Successful Independent Consulting

Perhaps the hardest thing for an independent consultant is not knowing where your next project is coming from, or when. First, let’s clarify what I mean by “consulting agency.” By “agency” I mean a company that matches independent consultants with client projects, like a talent agency.

How and When to Raise Your Consulting Rate

Successful Independent Consulting

Third, do some market-rate benchmarking to learn what other consultants are charging, or what clients are paying. Try doing a quick survey of similar consultants you know (maybe ask them to select from list of price ranges).

How To Win Consulting Business Through Honest Conversations with Rob Kendall: Podcast #75

Consulting Success

For his own self-development, he started to do some work that was focused on the whole area of communication. How To Win Consulting Business Through Honest Conversations with Rob Kendall: Podcast #75 is a post from: Consulting Success. “My one job here is to create enough value.

Moving From Agency Work To Starting Your Own Consulting Business with Douglas Miller: Podcast #72

Consulting Success

Douglas Miller, business leadership development and change management consultant, shares his story about his journey upon transitioning from working through agencies and consulting firms to actually building his own business with clients.

Thoughts About Finder’s Fees to Other Professional Services Providers as a Consultant

Steve Shu Consulting

Here are some reasons why: Some of the best referrals for me have come from other people that currently work either for the client or as a consultant to the client. Business Development Management Consulting Professional Services Sales And Marketing

5 Mobile App Development Tips For Startups

Tom Spencer

The same holds true when it comes to mobile app development. There are a number of mobile platforms on the market, and each of them has their own subtle nuances and capabilities that you should keep in mind when developing your app.

Step 2 in the Ideal Conversation with Consulting Prospects

David A Fields

Let’s talk about why that may be happening and an easy fix that will create more juice in your business development efforts. Many of your conversations with outstanding prospects don’t lead to high-potential opportunities.

Lifehacks for New Management Consultants

Steve Shu Consulting

It’s been nearly twenty years since I started management consulting. I tried to quickly reflect on lifehacks that really helped me in my first year so that other, new consultants might benefit from my learnings. Management Consulting

What Are The Best Management Consulting Books?

Steve Shu Consulting

There are four books that I recommend as core to the generic practice of consulting. Process Consultation by Edgar Schein (dry read). Flawless Consulting by Peter Block (optional and highly recommended for those coming from engineering versus consulting backgrounds).

3 Reasons Consulting Proposals Fail

Consulting Success

The first reason is that you’re not having a deep and meaningful consulting sales conversation. It all comes back to, you have to, you must, do a very good job of having a meaningful consulting sales conversation with them, because without that, nothing else really matters.

Budgeting For Your Professional Development

Kai Davis

Qualifying work-related education like maintaining or improving a skill (this could include refresher courses, courses on current development, and academic or vocational courses) is tax deductible in the US on your Schedule C ([link]. Consult your local accountant to confirm, but they very well may be completely tax deductible. And every month, I give myself a budget to spend on education and professional development. Your professional development is essential and important.

How Diligent Biz Dev Led to a Six-Figure Consulting Project

Successful Independent Consulting

Recently I helped a consultant land a $420,000 consulting contract. It’s an 11-month project for one consultant: $320k in consulting fees and another $100k for travel expenses. Clearly this was a big win for the consultant. The short answer: business development.

Quote Your Consulting Billing Rate with Confidence

Successful Independent Consulting

It takes practice to quote your consulting billing rate with confidence. Talk with other consultants, do a web search on typical management consulting rates in your city or state, and/or try converting your employee salary to an hourly rate. ID 46944176 © Dundja | Dreamstime.

How Do Consultants Stay Organized Before Creating Client Deliverables?

Steve Shu Consulting

Individual consultants and engagement managers usually develop their own ways of organizing information. Develop interview guides according to the problem solving structure and conduct interviews with the interview guides in mind. Management Consulting Professional Services

Consulting tip: Blogging

Consultants Mind

In a way, this has been my short-hand way of telling them to 1) invest in their craft, 2) develop a point of view, find their voice, 3) create remarkable content so… Read More » The post Consulting tip: Blogging appeared first on Consultant's Mind. Over the past few weeks, I have recommended blogging to several people. Yes, I know how cliche it is to write a blog post about blogging).

Tips on How to Sell Consulting Services Without Giving Away Everything During Pre-Sales

Steve Shu Consulting

A lot of consultants fear that they will give away too much in terms of advice during the pre-sales process. Yes you might consider this giving something away, but you will need to be able to add value and show the client how you are thinking to be able to sell to them consulting services.

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Business Development Chronicles – The Story of Us (Doesn’t Have to End in Tragedy)

Steve Shu Consulting

Business Development is about new initiatives and incubation. I wrote this post reflecting upon doing consulting & contract business development activities and representing mega, mid-market, and small companies over the past year. Business Development General Management Intrapreneurship Management Consulting Sales And Marketing Alliances Business Strategy Partnerships Strategy It’s a tale of Big Company and Small Company.

3 Daily Steps to Grow Your Consulting Business

Consulting Success

The more conversations that you have, as long as they’re meaningful conversations, the more business that you’re going to generate because all consulting business, the vast, vast majority, 98% or more will come from a conversation you have with a buyer. Transcript.

How consultants interview clients

Consultants Mind

The interviews were a gold mine of insights – especially since we were still in the early days of the project and … Continue reading → Consultant Best Practices Business Business Development Clients Communications Customer EQ Interview This week my team interviewed more than 20 people, everyone from VPs down to the analysts and clerks.

Eight Secret Weapons of the Modern Consultant

Steve Shu Consulting

Although I’ve developed a number of blog posts addressing the practice of management consulting, I have spent little time tying things together into a framework of secret weapons of the modern consultant. A modern consultant is a professional that can work in dynamic industries, operate within multiple types of consulting organizations (e.g., So here are eight secret weapons of the modern consultant (arranged roughly in order from foundational to more advanced).

Mindset Mistake of Established Consultants

Consulting Success

Today I want to talk with you about a mindset that is incredibly important for established consultants. It becomes very important when your consulting business is taking off, when things are going well, when you have plenty of clients and plenty of opportunities surrounding you.

Special Discussion on Starting Consulting Services Organizations Within Product Companies

Steve Shu Consulting

When people think about consultants, they often think about those that work for companies like McKinsey, Accenture, Deloitte, etc. However, there are a number of companies that provide consulting or professional services as part of product companies (e.g.,