November, 2019

2019 Consulting Fees Study (And How To Raise Your Rates)

Consulting Success

So, you want to raise your consulting fees? Most consultants do. But, there are many factors holding them back. This year, we sent out our most comprehensive consulting fees survey to date. And we’re sharing all our findings and insights with you below.

Study 207

Are you prepared to blow up your practice?

Rod Burkert

In case you missed last week: Are you outsourcing? If not, should you be looking into it? I believe the answer is yes … especially if you are in a small firm that has not built a protective moat (Warren Buffet speak) around a specific practice area or industry niche.

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5 Mindset Tips about the Success of Champions

Rick Conlow

Over nine decades ago, Dr. Evan O’Neill Kane of New York’s Kane Summit Hospital changed his mindset. He felt doctors were losing too many patients in appendectomy surgery, many because of the effects of general anesthesia.

10 Triggers that Set Off Growth Explosions at Your Consulting Firm

David A Fields

Is there a way to make your consulting firm’s business development efforts easier, stable and more effective? Yeparoonie. There sure is. Visibility-building undergirds your consulting firm’s endeavors to attract clients.

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!

It’s Not “Time Management.” It’s Lean.

Markovitz Consulting

In the space of two weeks, the New York Times and the Wall Street Journal both ran articles on the productivity benefits of reduced work hours. The WSJ introduced us to the workers at Rheingans Digital Enabler in Germany, who only put in five-hour days, for a workweek of 25 hours. The same is true of employees at Tower Paddle Boards (at least during the summer months) and Collins SBA , a financial advisory firm in Australia.

More Trending

How To Get Referrals For Your Consulting Business With Katie McConnell Olson: Podcast #114

Consulting Success

Getting human leverage can be a time-consuming process. In this podcast episode, host Michael Zipursky talks with the Founder and CEO of Hire Education Consulting Group, Katie McConnell Olson, about how to get referrals for your business and the true meaning of talent optimization.

Peripheral Skills

Alan Weiss

People seem to wonder what I mean by “peripheral skills,” which are skills not immediately critical to your profession but do tend to set you apart. A brief example, which I’m sure you’ve all experienced.

161: Susan Steinbrecher—Discover The Secret To Successful Relationships!

On the Brink Podcast

Learn how to navigate tough conversations with emotional resilience. Susan Steinbrecher has developed an approach that you should know more about.

How to Ensure Your Clients Happily Write Your Consulting Firm Big Checks

David A Fields

Your soft, consulting heart practically bursts when your client crows, “Investing with you was the smartest move we’ve made on our business.”

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Please, Not Another Argument for MBWA

Markovitz Consulting

Theodore Kinni argues in Strategy + Business that leaders must practice management by walking around (MBWA), a concept popularized by Tom Peters and Bob Waterman in their seminal book, In Search of Excellence. That’s the best way for them to stay connected to their businesses and understand what’s really happening with their customers. As Peters puts it, “The real meaning [of MBWA] was that you can’t lead from your office/cubicle.”

How to Work With People in Denial During Strategic Planning

Strategic Planning and Management Insights

Up means down and down means up — We’ve all had colleagues who make it a practice of denying what we know is real. It happens in politics, science, business and anywhere: people whose beliefs are a million miles away from reality. communication education collaboration

Selling Your Consulting Business And Starting Over With Lori Kleiman: Podcast #115

Consulting Success

For anybody thinking of selling their business down the road, they want to see check deposits, copies of checks, copies of invoices, and make sure that everything matches up.

How To 220

Global AI Survey: AI proves its worth, but few scale impact

McKinsey

Most companies report measurable benefits from AI where it has been deployed; however, much work remains to scale impact, manage risks, and retrain the workforce. A group of high performers shows the way. Artificial Intelligence

Survey 114

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.

Consulting Case Interviews at Non-Consulting Firms

Tom Spencer

Consulting-style case interviews are highly effective, and the same format is being adopted more and more widely.

Consulting Firms: The “Prepare Your Client to Succeed” Checklist

David A Fields

Your consulting firm consists of smart, capable consultants, and you have excellent models and processes. So, why don’t your consulting firm’s projects always run as smoothly as a dogsled on packed snow?

Fact vs. Opinion

CaseInterview.com

One of the first lessons every first-year at McKinsey is taught is the difference between a fact and an opinion. The worst thing you could do at McKinsey was present an opinion as if it were fact. If you did this in front of a partner, the partner would never want you on another project.

Why You Need a Meeting Cadence After Developing Your Strategic Plan

Strategic Planning and Management Insights

Picture this in your mind: You're a senior leader, and you just finished developing your strategic plan with your leadership team. You've reached alignment on your organization's vision and mission, and you're clear on your strategic priorities, goals and action items. Now, what do you do

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.

Flip The Script For Consultants With Oren Klaff: Podcast #116

Consulting Success

In this episode, Oren Klaff, the author of the books Pitch Anything and Flip the Script, talks about the art of deal-making. Oren is known as the go-to guy to get deals done when someone needs $10 million or $25 million for their startup business idea.

Getting to scale with artificial intelligence

McKinsey

Companies adopting AI across the organization are investing as much in people and processes as in technology. Digital Insights

How Organizational Structure Affects the Creation and Sharing of Knowledge

Tom Spencer

The structure of an organization has a paramount influence on the creation and sharing of knowledge. The way in which an organization is structured sets the tone, the environment, and ultimately the culture of a workplace. This has a direct bearing on how comfortable employees are at work.

The origin of assets

The Source

It’s tempting, oh so tempting, to ascribe some type of Darwinian process to the way in which consulting firms productise their services.

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.

Competitive Advantage in Consulting and in Life

CaseInterview.com

One of the concepts taught in business schools around the world is the concept of competitive advantage. While the term is well known, I find very few people actually grasp the implications of this extremely important concept. It applies not only to how you serve clients as a consultant but also how you manage your own career. My thoughts on this topic are widely applicable to CIBs (Case Interview Beginners), F1Ys (Future first years), and CIFMs (Consulting Isn't for Me).

Have Human Conversations on LI

The More Clients Blog

Last week I shared some ideas about connecting on LinkedIn. Today I want to share in more depth about having “human conversations” through LinkedIn Messenger (as opposed to robotic conversations).

Onboarding Consulting Clients And Projects The Right Way With Kristen Gallagher: Podcast #113

Consulting Success

Onboarding your clients is the first step in their journey with your product or service. In this episode, host Michael Zipursky talks with Kristen Gallagher about onboarding consulting clients and projects the right way.

How B2B online marketplaces could transform indirect procurement

McKinsey

Innovative industrial companies are swapping a reactive, manual, and labor-intensive repair lifecycle for one that’s proactive and automated, with machine learning and advanced analytics at its core. Insights on Operations

B2B 113

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.”