March, 2021

7 Reasons Why Your Clients Aren't "Getting It" When you Talk and Write About What You Do

Consulting Matters

One of the biggest challenges that both new and seasoned consultants and coaches face is finding the words to describe what they do.

What Does Unconscious Bias in the Workplace Look Like?

Strategic Planning and Management Insights

How do you as a leader defeat unconscious bias in the workplace, in your hiring process and organizational culture? First, you need to know what it is. Human Resources- HR culture hiring

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The many-headed client

The Source

The way that organisations buy consulting services has changed a great deal over the past year. Most obviously, the process has become a lot more “virtualised” than it used to be; in-person pitch meetings and scoping workshops have had to give way to Zoom sessions and phone calls.

An Impeccable Source of Language for Your Consulting Firm’s Marketing

David A Fields

Picture a deeper, healthier client list and pipeline for your consulting firm—the type you’d have if you communicated your consulting firm’s value in language that instantly resonated with the exact people you want to attract. The source of that alluring, sticky language is at your fingertips.

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!

The real advantage of case interview preparation

Tom Spencer

Consulting case interviews require lots of preparation. On average probably 1-2 months. Although you will hear of some geniuses who aced their cases after only one week of preparation, this is probably not true for us mere mortals.

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How to Find the Exact Words that Attract Your Clients (and Gets them Excited to Work with You)

Consulting Matters

One of my favorite things to write and talk about is copywriting. Which for most of my clients - it's their absolute least favorite thing. Most of these consultants and coaches love what they do. But they hate the struggle of trying to find the words to describe what they do and write about it.

Behavioral Science Casebook Example: Citibank App

Steve Shu Consulting

As related to the Applied Behavioral Science in the Digital Age course that I have been developing, I am creating a casebook that covers examples based on the real world, such as sample websites, app designs, email campaigns, and customer journeys with ideas about how to evaluate such designs though the lens of behavioral science.

Off-Cycle Recruiting: Spring 2021 Busiest On Record

Management Consulted

March is here – and with it, the advent of the busiest period of off-cycle recruiting. Here at Management Consulted, we affectionately call it Second Season. And already in 2021, this period of off-cycle recruiting is the busiest we’ve ever… Read Article.

3 Tips to Expand Your Consulting Firm’s Market

David A Fields

There’s a rich, hidden vein of project opportunities for your consulting firm—projects that your consulting firm may not have been in the running to receive. With the proper outlook and actions, you can reveal and win them.

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.

One Easy Way to Squander Time, Money, and Credibility

Markovitz Consulting

Just in case 2020 wasn’t challenging enough for you, here’s a brilliant example of how to waste time, money, and credibility in 2021. The HR department at a company approached me recently about teaching employees process mapping. This company recognizes the utility of process mapping in continuous improvement and decided that a class would be a good place to start. Sounds sensible.

How To Price High-Value Consulting Services With A. Nicole Campbell: Podcast #176

Consulting Success

Many consultants shy away from pricing their services at a certain amount, thinking they don’t deserve it. Nicole Campbell, the CEO of Build Up Advisory Group, tells you otherwise.

Gardner’s Eight Intelligences

Tom Spencer

Howard Gardner , an American developmental psychologist and Professor of Cognition and Education at the Harvard Graduate School of Education, proposed the theory of multiple intelligences in 1983 in a book called Frames of Mind.

4 Ways to put a Spring in your Step at work

The Management Centre

Winter is finally over. The days are getting longer. The UK lockdown may be ending. The trees are blossoming, bulbs are flowering and all around us birds sing hallelujah. Not quite accurate? Are you struggling to find the joys of spring at work? Feeling a bit flat or stagnant?

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.

Will productivity and growth return after the COVID-19 crisis?

McKinsey & Company

Bold innovation by some firms under pressure of the pandemic could deliver a productivity dividend, but that depends on corporate action broadening and robust demand. Public & Social Sector Insights Public & Social Sector Public Sector Social Sector Growth Public and Social Sectors

3 Steps to Generate Leads for Your Consulting Firm from Content Marketing

David A Fields

Your outstanding content demonstrates to readers, listeners and viewers that your consulting firm houses the knowledge, talent and expertise to solve your client’s thorniest challenges. However, you may be missing a hidden route to surfacing leads for your consulting firm via digital content.

I'm Teaching an Open-Enrollment Time Management Class on Apr 17-18

Markovitz Consulting

How often have you started your workday with a clear plan and objectives.but by the time you pull your head out of your inbox it's lunchtime (or later), and you haven’t actually accomplished anything important? Do you lose precious time hunting for files or emails? Do you wake up at 2am panicking about something you forgot to do? It doesn't have to be that way. Imagine finishing the day with your desk clean and your mind clear.

Step-By-Step Business Development For Consultants With Tom McMakin: Podcast #179

Consulting Success

If you’re a consulting firm and you want to know the hows of business development and expansion, then this episode is for you. Michael Zipursky’s guest today is Tom McMakin, the CEO and Partner of Profitable Ideas Exchange.

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. However, there’s no team better suited to lead that charge than the marketing department.

6 Tips For A Successful Remote Start

Tom Spencer

There is no denying that the Corona pandemic has fundamentally changed the way we work. Home office and video conferences have become the norm, and some say they are here to stay. While the “new normal” can be convenient in many ways, it also presents an unprecedented challenge for new starters.

256: Roshni Pandey—To Find Your Happiness, Assemble The Kind Of Life You Want

On the Brink Podcast

Learn how to turn your big idea into a true innovation! With the launch of my new book, “ Rethink: Smashing the Myths of Women in Business ,” I have had the pleasure of meeting many amazing women who are helping other women become the best that they can be.

The big reset: Data-driven marketing in the next normal

McKinsey & Company

Savvy marketers are rethinking their tech and data strategies to double down on precision marketing following COVID-19. Marketing & Sales Insights Consumer insights Digital marketing Digital strategy and organization

What’s Way More Important than Your Consulting Firm’s Competitive Advantage? (This is.)

David A Fields

You’ve probably been in a situation where your consulting firm is competing to win a project. For instance, say you know you’re one of many consulting firms bidding to help the Foucault Co. shift their momentum. You review the other players and your own approach to Foucault’s challenge.

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.”

Mastering the Hybrid Workplace

Brimstone Consulting

Managing the hybrid of office and non-office work concurrently is the next challenge. Success for companies and leaders in the next normal requires mastery of the hybrid workplace, one where opportunities, ideas, rewards, growth, and promotions are equally accessible to people working from anywhere.

Creating Licensing And Partner Networks For Consulting Businesses With Dr. Sherri Malouf: Podcast #178

Consulting Success

Relationships lie at the heart of partner networks and business organizations. Michael Zipursky’s guest today is Dr. Sherri Malouf, who recently got her Ph.D. in Human Development focused on studying the relationship between leaders and followers.

Tools 152

Lessons Learned from my First Year in Consulting

Tom Spencer

Often, individuals rush to study degrees with the hope that after graduating, they can transfer that knowledge to the respective fields they will be working in. This isn’t entirely false, but it isn’t entirely true either.

Longing For The Day When We Don't Need International Women's Day

On the Brink

"If the Golden Rule is to treat people as you want to be treated, the Platinum Rule is to treat people as they want to be treated. If you're truly a global citizen, you have to practice the Platinum Rule." - Denise Meagles.

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.

How capability building can power transformation

McKinsey & Company

A well-designed program to promote productive behavior and skills can not only energize an organization’s workforce but also become an essential element of any successful transformation. Transformation Insights Manufacturing Telecommunications High Tech & Internet Digital Operations Organization

Consulting Firms and Subcontractors: How to Make it Work (Better)

David A Fields

NASA widely publicized the “seven minutes of terror,” which was the critical phase of the Mars lander mission during which the spacecraft entered the Martian atmosphere and autonomously landed the Discovery rover on the planet’s surface. NASA has nothing on consulting firms.

LIVE: How to Make Your Workplace More Inclusive & Accessible

Strategic Planning and Management Insights

In a 2015 study, Deloitte reported that diverse companies earned 2.3 times higher cash flow per employee. And while diversity may just be a measure of success, inclusion is the ultimate goal. An inclusive workplace can improve the wellbeing of your employees, boost moral, and increase productivity.