June, 2020

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. As a consulting firm leader, this issue is magnified. The separation between you … Continued. The post Do You Practice These 7 Tips for Proper, Consulting Firm Distancing?

How to Consistently Get Consulting Clients.Even if You're Brand New and Just Starting Out

Consulting Matters

One of the biggest questions that keeps both new and seasoned consultants up at night is, "How do I get consulting clients?" The question that I wished that asked instead is "How do I predictably get consulting clients so I never had to ask this question EVER again?". Forget one-off marketing tactics that give you hit or miss results. Instead building a marketing system that puts your client attraction on autopilot. The System that Helps you Get Consulting Clients with Predictably and Ease.

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Practice Case Interviews: How To Prepare The Right Way

Management Consulted

Practice Case Interviews are one of the most important parts of successfully preparing for a management consultant interview. If you’re looking to land a spot at one of the top consulting firms, you’re going to have extremely difficult competition. Other… Read Article. The post Practice Case Interviews: How To Prepare The Right Way appeared first on Management Consulted. Case Interview Consulting Case Interview consulting interviews

How to successfully negotiate anything (not just your salary)

Tom Spencer

Reading Time: 3 minutes. Negotiating is something we do every day, with everyone, for everything. We started negotiating as babies when we cried to get what we wanted and gradually built up our negotiation tactics to negotiate dinner locations, job offers, problems with partners, and basically anything that life throws at us. Knowing how to negotiate successfully for whatever you want, not just your target salary, is a critical skill to develop.

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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!

Innovation in a crisis: Why it is more critical than ever


Prioritizing innovation today is the key to unlocking postcrisis growth. Strategy & Corporate Finance Insights

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The Critical Last Mile: Strategic Change Communication During Uncertainty

Strategic Planning and Management Insights

Change management communication

4 Reasons Why Smart Consultants Hate Marketing

Consulting Matters

One thing that both new and seasoned consultants hate is marketing. It's the fog of all that marketing entails and the fear that they are going to become some slick used car salesman is what keeps smart people stuck in soul-sucking corporate jobs. And it's the exhaustion of the constant effort of trying to find the next lead that causes really talented consultants to give up on their dreams of running their own businesses and return to those soul-sucking corporate jobs.

What Exactly is Fearless Marketing?

The More Clients Blog

I got so many responses from last week’s article about marketing mindsets, that I wanted to go a little deeper into the topic. My first main point was that marketing is difficult for many of us, because of our neurotic fixation on our fears, doubts and insecurities about being rejected or making a mistake. My second point was that this can be remedied relatively easy by taking the attention off yourself and putting it on the contribution you intend to make and on the clients you serve.

Overcoming Public Speaking Fear During Pandemic And New Normal

Forbes Leadership Strategy

Overcoming the challenge of public speaking first involves managing the stress that comes with it. Leadership Strategy /leadership-strategy Leadership /leadership Leadership Strategy /leadership-strategy Small Business /small-business Entrepreneurs /entrepreneurs leadership

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.

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. As noted here, you’re already doing good by promoting your consulting firm, building relationships, helping clients and sending chocolate-covered espresso beans to worthy colleagues. There’s room … Continued.

Designing An Irresistible Consulting Sales Presentation With Nancy Duarte: Podcast #140

Consulting Success

Business consultancy relies on your ability to have your audience believe that you can help them scale their businesses. An irresistible consulting sales presentation can be a powerful tool to deliver that impact. In this episode, Michael Zipursky interviews the persuasion expert and the CEO of Duarte, Inc., Nancy Duarte. Nancy, an author of five bestselling books, Designing An Irresistible Consulting Sales Presentation With Nancy Duarte: Podcast #140 is a post from: Consulting Success.

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The Food Industry Learns the Value of Small Batch Thinking

Markovitz Consulting

The disruption caused by COVID-19 has forced businesses to adopt new ways of operating. That transition hasn’t been comfortable or easy, but it’s made the value of the small-batch mindset that we use in lean apparent in sectors that haven’t considered it before.

2020 Study: Why Smart People Start a Consulting Business (And What Holds Them Back)

Consulting Matters

So, you want to start a consulting business? Or interested in taking your consulting business the next level? Most high-achieving professionals at some point in their career dream of ditching the pressure of the 70-hour workweeks and start a consulting business. But there are many factors that hold them back.

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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.

Deep Dive into Customer Segmentation (Part 2 of 2)

Tom Spencer

Reading Time: 7 minutes. This is a continuation of Part 1 where different types and benefits of customer segmentation were introduced. In this article we will focus on three customer segmentation methods that use statistical techniques: cluster analysis (K-Means), cluster analysis (Latent Class Analysis), and Tree analysis (CHAID). Let’s first define a problem and see how each method approaches it. The Question.

Dial-an-expert: Is this the future of consulting?

The Source

About 20 years ago, I asked a senior executive at Accenture what he thought might disrupt the consulting industry. His answer was video conferencing: “If only we could put a high-quality screen and fast internet connection in all our consultants’ homes and clients’ offices.” he said. Think of the money that could be saved, and the levels of stress reduced.” Of course it takes two to tango, or, in this case, have a videoconference.

If Your Consulting Firm’s Offering Isn’t Attracting Enough Clients, Try This…

David A Fields

If your consulting firm’s offerings aren’t generating gleaming stacks of revenue, it’s time to develop a Level 3 Offering. You’re not alone if the projects that sustained your consulting business in the past have recently become difficult to close. Prospective clients are confused about how to please their own customers, or are caught in the … Continued. The post If Your Consulting Firm’s Offering Isn’t Attracting Enough Clients, Try This… appeared first on David A.

Mastering The Fundamentals Of Consulting Business Development With Jim Barnish Jr.: Podcast #143

Consulting Success

Building a successful consulting business may seem tricky for many, but that shouldn’t be the case. Most of the time, what lies behind achieving that goal can be as simple as having a good understanding of the fundamentals. With the right things in place and focusing on the right areas at the right time with. Mastering The Fundamentals Of Consulting Business Development With Jim Barnish Jr.: Podcast #143 is a post from: Consulting Success.

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.

Open Enrollment Class for "The Conclusion Trap"

Markovitz Consulting

Do you (or people in your organization) jump to solutions? Is it hard to get people to slow down before making decisions? Do you want to get better at solving problems? If so, you’ll be interested in an open enrollment class I’m teaching at the Stanford Continuing Studies program on July 11. Better Decision Making: Avoiding the Conclusion Trap and Other Pitfalls ” is a class based on my new book, The Conclusion Trap. The class runs on Saturday and Sunday for 2.5 hours each day.

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Here's a Method for Helping a Leader Hold Employees Accountable

Consulting Matters

Got a conflict-avoidant client and not sure how to help them? I want to give you some message points to help them understand why holding their employees accountable is in everyone's best interest and some ideas on how to equip them to more effective. The Message Points - Why Accountability is Good for All.

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The Journey to Becoming a Mentee

Tom Spencer

Reading Time: 5 minutes. In my previous article, I shared my thoughts on mentorship and how to become a more effective mentor. However, that article only highlights one side of the mentorship journey; mentees play an equally important role in determining whether that relationship becomes valuable and long-lasting. While there is no “perfect” mentor, finding a mentor who is perfectly suited to your personality, experiences, and future ambitions is a challenging step.

208: Suzanne Doyle-Ingram—Have You Ever Wanted To Write A Book? Perhaps The Time Is Now!

On the Brink Podcast

Learn how to write a book and get it on Amazon! As an award-winning author and now having finished my second book, I know it is a tough row to hoe when you think you have something to share and want to write a book about it. You yourself might be wondering, but how do you write a book? In today’s podcast, Suzanne Doyle-Ingram talks about her method for helping people, just like you and me, write, publish, and best of all, use their book to grow their business.

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.”

The Success Ladder: A Simple, Powerful Tool for Your Consulting Firm

David A Fields

You can install a simple, powerful tool at your consulting firm that will stimulate progress toward your goals. In a nutshell, the Success Ladder captures the best of your successes and supports the process of continuously raising your game. There’s explosive elegance in combining a couple of basic principles to produce spectacular results. For example, … Continued. The post The Success Ladder: A Simple, Powerful Tool for Your Consulting Firm appeared first on David A. Fields.

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Thought Leadership Marketing Methods For Consultants With Simon Chadwick: Podcast #142

Consulting Success

When you have a successful consulting business, the first thing you learn is that you and your business always have to be top of mind. This is the importance of marketing methods in the way you do you work. Simon Chadwick is the Managing Partner at Cambiar LLC. He joins Michael Zipursky to talk about marketing. Thought Leadership Marketing Methods For Consultants With Simon Chadwick: Podcast #142 is a post from: Consulting Success.

CEO Overwhelm Video Series is Live

Markovitz Consulting

As many of you know, I conducted a study of CEO overwhelm this winter. It wasn’t entirely surprising that CEOs (and other leaders) who embraced lean habits and principles in their work felt less overwhelmed by the demands on their time and attention. In the study, I made a few brief suggestions about how to deal with the root cause of overwhelm. But the limits of a PowerPoint format made it difficult to go into much detail.

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COVID-19 and the employee experience: How leaders can seize the moment


The return phase of the COVID-19 crisis is a good time for organizations to create more tailored responses to workplace challenges, expanding on the goodwill and camaraderie earned in earlier phases. Insights on Organization


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.

Deep Dive into Customer Segmentation (Part 1 of 2)

Tom Spencer

Reading Time: 4 minutes. Customer segmentation is the practice of segmenting customers based on common characteristics. It is a critical step towards identifying growth opportunities in business and should be carried out before undertaking any of the following actions: Developing customized marketing programs (e.g. campaign optimization). Designing an optimal channel distribution strategy (e.g. brick-and-mortar vs online). Determining appropriate product pricing (e.g.

Friday Fusion: June 19, 2020

Tsavo Neal

Every week, I write about web design, copywriting, and digital marketing for independent consultants and small firms. Friday Fusion is a collection of said writing from Quora, LinkedIn, and email conversations with consultants. You can follow me on Quora here , connect with me on LinkedIn here , and email me here. Why do people write in 3rd person in the about section of their LinkedIn profile, especially those in B2B sales.

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How Your Consulting Firm Can Be a Force For Good

David A Fields

Today’s an excellent day to briefly remind you of the good your consulting firm does, and the importance of understanding the “Why” behind your consulting firm’s engagements. In all likelihood, your consulting firm doesn’t directly address widespread injustice, relieve oppression, or combat systemic prejudice. Yet, your everyday actions leading a consulting firm are still a … Continued. The post How Your Consulting Firm Can Be a Force For Good appeared first on David A. Fields.