Tue.Jan 12, 2021

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.

The Heart of Value Propositions - What You Really Offer Clients

Consulting Matters

“Because relationships are mutual, partners share a single fate; no action benefits one and harms the other.” ” (Lewis, Amini and Lannon). Have you ever read a book that you know will change your life?

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Why Your Productivity Hacks Don’t Hack It

Markovitz Consulting

(Note: a modified version of this article first appeared in the Harvard Business Review.

Consulting vs. Leading

Consulting Matters

Too many consultants tank their success because they do not clearly understand the difference between consulting vs. leading. Consulting is a defined role that is distinct from leadership. A consultant is one who helps a leader by framing the problems that the leader is accountable for solving.

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!

Ask these Six Questions in a Case Interview

Tom Spencer

One of the most difficult tasks in a case interview is to ask the right questions at the beginning of the case. Many candidates ask questions that are too generic. As a result, this don’t really help them to solve the case.

More Trending

Double your leads with these three rules

Kai Davis

If you do one small thing every day for the next 70 days to improve your marketing and lead generation, you’ll get more leads and close more projects. But to succeed, you have to accept three rules to guide your behavior and put in the work.

Reskilling China: Transforming the world’s largest workforce into lifelong learners

McKinsey & Company

China’s next challenge is to transform education and skills development to deliver the talent needed for an innovative, digitized, postindustrial economy. China

It's Time For Women To Rewrite The Stories Of Success

On the Brink

It's out! My new book, " Rethink: Smashing The Myths of Women in Business ," is now published and available wherever books are sold. You can get your copy here.

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The Latin American energy sector: How to address cybersecurity

McKinsey & Company

Electric-power and gas companies are vulnerable to cyberattacks, but a structured approach that applies communication, organizational, and process frameworks can reduce cyber-related risks. Risk Insights

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.

Employers Can’t Fix U.S. Health Care Alone

Harvard Business

Haven’s demise underscores why companies and the federal government need to work together. Here’s where to start. Economics & Society Digital Article

The future of the European steel industry

McKinsey & Company

A road map toward economic and environmental sustainability. Metals & Mining Insights

Are Peer Reviews the Future of Performance Evaluations?

Harvard Business

In an era of agile teams and self-management, social feedback is key. Assessing performance Giving feedback Leading teams Digital Article

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Author Talks: Poet Maggie Smith on loss, creativity, and change

McKinsey & Company

In her latest book, Maggie Smith writes about new beginnings as opportunities for transformation. McKinsey on Books

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.

Choose your Jones wisely

Seth Godin Blog

We’ve been brainwashed into keeping up with the Joneses. Paying attention to our peers and staying ahead, just a little bit. But if you’re in that trap, it’s probably worth considering who your Jones’s are. A hard worker might feel lazy at a sweatshop on Wall Street.

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Be Kinder to Yourself

Harvard Business

How to steer your inner monologue toward compassion. Managing yourself Stress Communication Digital Article

Shipping creative work

Seth Godin Blog

Of course you can. If you care enough. It’s not easy, it might not work and it takes effort, but the opportunity is there. It helps to do it on purpose and it helps to do it in community.

How Empathy Helps Bridge Generational Differences

Harvard Business

A conversation with executive Mimi Nicklin about how managers can better understand and engage younger workers. Leading teams Generational issues Psychology Audio

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. Most have already sustained massive damage, and we still have yet to see the scope of impact of the global pandemic that has upended the globe. Any return to normalcy may seem far-off, but sales and marketing are on the front lines of restarting the economy. When the dust settles, we have a responsibility to turn our shock and grief into fierce determination, and lead the charge of responsible, strategic, sustainable future growth. However, there’s no team better suited to lead that charge than the marketing department. Marketers are uniquely positioned to provide creative solutions to aid their organization in times of change and chart a course for navigating success.

When You Know Layoffs Are Coming…

Harvard Business

Waiting for bad news can take a major psychological toll. Economics & Society Labor Professional transitions Stress Digital Article

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