August, 2019

The road to hell is paved with metrics.

Markovitz Consulting

Michael Harris and Bill Tayler wrote a terrific article in the new Harvard Business Review on “metrics surrogation”—the tendency for people to mentally replace their business strategy with metrics. Although these metrics are supposed to reflect the company’s progress towards its goals, the focus on metrics can destroy an organization.

3 Reasons Why You Need a Strategic Plan

Strategic Planning and Management Insights

Are you leading an organization or a business? Whether you are leading a big or small organization, or a non-profit or for-profit business, you need to have a strategic plan. Here are three reasons why: Strategic planning

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Consulting business plan template – free outline

Consultant Journal

Many people write to ask where they can find a consulting business plan template. Well, here’s a free outline of a consulting business plan template.

The Consulting Firm Danger Zone (and How to Avoid It)

David A Fields

I’m going to walk way out on a limb and assume you want to grow your consulting firm or your bank account and/or your personal capabilities. Okay, it wasn’t much of a limb. More like lounging in a lawn chair while looking at the tree.

The Surprising Effects of Business Vs. Leisure Travel

*Already submitted with the first entry, please contact me if you would like me to write up again.

Don’t Focus on Leads For Your Consulting Business (Until You’ve Done This)

Consulting Success

Any consultant whose gone independent understands an important truth: You’re not just in the business of consulting. You’re in the business of marketing. Without marketing — generating conversations with buyers (leads) — you cannot generate revenue.

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How Scientific Thinking Won the Women’s World Cup Title

Markovitz Consulting

In the glow of the US women’s national soccer team’s World Cup title—and the long record of success the team has had over the years—it’s easy to forget that victory didn’t always seem quite so inevitable.

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Case Presentation Interview: New Style of Case Interview

Management Consulted

Management consulting is a decades old industry. And the case interview has been a consistent staple in the consulting recruiting process. Some firms, however, use what’s known as the “case presentation interview” to test candidates. They use this to test … Continue Reading.

Getting personal about change

McKinsey

The need to shift mind-sets is the biggest block to successful transformations. The key lies in making the shift both individual and institutional—at the same time. Insights on Organization

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Niche: Required or Overblown for Your Consulting Firm?

David A Fields

You’ve undoubtedly received plenty of advice to position your consulting firm in a narrow niche. Of course, you’ve also been advised to coat your daily diet with chocolate. Maybe the latter advice was only from me, but it still counts.) Niche, chocolate. Is either one really necessary? Absolutely!

The Definitive Guide to Becoming a High-Growth Company

Why do some companies grow at a double-digit pace every year, while others experience nominal (or even flat) growth year over year? Discover the common attributes that your High-Growth Clients have in common as they outperform their competition in top-line growth!

10 Consultants Share Their Best Advice: Podcast #100

Consulting Success

It is the 100thepisode of Consulting Success Podcast. To celebrate this milestone, host Michael Zipursky takes you through the top ten episodes’ key insights. Implement them in your business and apply them to your mindset to perform at even higher levels as consultants.

How to Discover Your Purpose

Consulting Matters

Are you at a point in your career where you're starting to ask life's big questions: Who am I? What do I want? What is my purpose? Then you're going to be relieved that I put together this video to help you start finding answers.

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Start small. Move fast.

Markovitz Consulting

An improvement team at my client was struggling to get started on their experiment. They spent nearly a month interviewing people in multiple functions, trying to understand all the possible permutations of the current condition. They discovered that it’s really, really complicated.

PM On the Job – Acquire, Activate, Retain, and Monetize

Tom Spencer

Product management is at the heart of any modern business and today’s product managers need to have incredibly strong quantitative skills and intuition to build products or features that customers will find truly useful. They must focus on quality outcomes and not quantity of output.

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.

The economic impact of closing the racial wealth gap

McKinsey

The persistent racial wealth gap in the United States is a burden on black Americans as well as the overall economy. New research quantifies the impact of closing the gap and identifies key sources of this socioeconomic inequity. Public Sector Insights

5 Decades of Critical Lessons for Your Consulting Firm

David A Fields

Can history teach your consulting firm anything? I mean, other than the importance of avoiding giant asteroids, bubonic plague and Bucky, the neighbor’s biting, St. Bernard? Maybe. I’ve cherry picked a handful of recent-ish decades and highlighted seminal (U.S.-centric)

Prospecting Tips For Consultants with Jason Bay: Podcast #101

Consulting Success

Many consultants often get stuck when it comes to figuring out how to outbound. That is why prospecting has been a topic and a task that is avoided by most.

Are You Making These 3 Rookie Entrepreneur Mistakes? Follow These Profitable Steps Instead

Consulting Matters

The majority of us who take the leap from high-paying corporate jobs into full-time business ownership do so because we want control over our career, time and earning power. We are SO done with those 70-hour workweeks investing in someone else's bottom line!

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20 Ways to Make Your Marketing More Likable

The More Clients Blog

Quick, what do people respond favorably to? Simple, everyone responds favorably to stuff they like. And conversely, people respond unfavorably to stuff they don’t like. And that, dear reader, is the complete story of human psychology in a nutshell!

Consulting Networking: 6 Best Practice Guidelines

Tom Spencer

One of the more memorable parts of the consulting recruiting process was witnessing people attempting to network with consulting firms. What stood out was that people didn’t seem to have a commonsense understanding of networking best practices.

What executives are reading in 2019

McKinsey

Time to restock your shelves? We asked leaders of some of the world’s biggest organizations to share the books they look forward to reading or revisiting. Leadership

7 Consulting Firm Rules for Asking Questions

David A Fields

As a consulting firm leader, you know that asking the right questions will reveal your prospect’s situation, uncover their hidden needs, and heighten the perceived value of your solution. Could you inquire more effectively and serve a deeper purpose by following certain rules?

Health & Wellness For Consultants Study (2019)

Consulting Success

It’s easy to get wrapped in your firm’s marketing or pricing strategies. These are important subjects for any consultant. But, there is one thing that comes before ANYTHING in your consulting business. And that’s your health and wellness. This year, for the first time ever, we sent out a brand new survey to our list. Health & Wellness For Consultants Study (2019) is a post from: Consulting Success.

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How to Choose a Business Mentor: 10 Ways to Ensure You're Getting the Support You Need

Consulting Matters

Hiring a mentor is the most significant business development decision you'll make. It signifies three things: You're done with trying to cobble together best practices from podcasts, webinars and books and are ready for real traction.

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An Unanticipated Benefit from Toyota Kata

Markovitz Consulting

I’m using Toyota Kata to help a client shorten its lead time for product design/delivery. This company sells primarily to department stores and mass merchants, a distribution channel that’s facing incredible pressure to shorten lead times—no one wants to guess six months out what’s going to sell, and inevitably be stuck with a bunch of closeout inventory. I have three teams working on experiments. As you’d expect with the kata approach, some of the experiments have yielded good results.

Berlin Blockchain Week 2019

Tom Spencer

In my last blog post I interviewed a fellow CEMSie, who heads partnership advisory at ScanTrust by day and co-runs BerChain by night, about the potential focus areas for blockchain in supply chain and one of the world’s most impressive blockchain ecosystems: Berlin.

The public sector gets serious about customer experience

McKinsey

As public expectations rise, government agencies are doubling down on improving service delivery to delight their customers. Public Sector Insights

What Time Is It? Time To Change

Simon Associates

Maybe it is time to change “Change Management”. In today's highly competitive, technologically disrupted business environment, one thing that’s a constant across all industries is change. It cannot be ignored—it must be embraced. But how? How do you change when our brains hate it?

Profitable Prospecting For Consultants with Mark Hunter: Podcast #103

Consulting Success

Prospecting, especially when you are still starting your consulting business, can be a nightmare. In this episode, Mark Hunter, the man behind The Sales Hunter, shares how he created his consulting business, how he got his notable clients, and how to do profitable prospecting for consultants.