March, 2020

How to Reduce the Anxiety From Your Consulting Firm’s Uncertain Future

David A Fields

Are clients coming back? Are projects canceled or postponed? For how long? Do you need to cut expenses? Fire staff? Change your business model? Join me in a thought experiment to determine your best path forward during these turbulent times. Imagine… Imagine it’s the end of a hot, dry summer, and you’re vacationing alone with … Continued. The post How to Reduce the Anxiety From Your Consulting Firm’s Uncertain Future appeared first on David A. Fields. All Articles Consulting Consultants

What The Coronavirus (COVID-19) Means For Consultant Marketing

Consulting Matters

Oil.water, In general, consultants are not the biggest fans of marketing, even in the best of times. The marketing challenge is definitely exacerbated in times like these, when there is a massive threat to our global health and economy. But here's the deal - how you treat your clients (those you already know and are working with AND the ones you don't know yet that you meet through marketing) could define your consulting brand.


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8 Reasons that May Cause You to Loose Customers

Tom Spencer

“If it weren’t for these customers, we would be doing just fine!”. We have seen this pattern repeat itself far too many times. Few people are in the habit of looking for a gap in the market or trying to identify an unsatisfied need. Successful startups grow by building a product or service that meets the needs of customers. As a result, the business may flourish from a small team of employees with a handful of loyal customers to become a major company with thousands or even millions of customers.

Coronavirus: Analysis, Conclusions & Takeaways

I started writing this article a few days ago on March 5th, but I didn’t get to finish it until March 16th. It’s still useful to help make sense of the problem. Living in the Seattle metro area in Washington state, much of my attention has been focused on the coronavirus. With the media, stock markets, and social media going crazy over the topic, I spent a lot of time digging into the data to develop my own conclusions.

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!

Working from Home

Tom Spencer

Working from Home Your Organisation’s most Productive, Happy and Profitable Year. Business leaders and government authorities around the world are encouraging or mandating their employees to work from home due to the emerging pandemic caused by COVID-19. Organizations of all sizes are worried about the economic impact the virus will have on their organizational effectiveness and bottom line.

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Laid off? Five Ways to Cope with the Stress, Shame and Fear

Consulting Matters

As a business mentor to aspiring consulting and coaching business owners, I deal with people who have been laid off all the time. I sit with their shame and fear as they find their courage to pursue the entrepreneurial dreams that the layoff simply accelerated. It's hard enough when it's only your career that takes a hit. For many who are dealing with layoffs right now, it's a career hit, in the middle of a health crisis, in a market where no one is hiring.

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The Great, One-Day Consulting Experiment

David A Fields

Note: At the end of this article, you’ll be requested to join an experiment. If you’re willing to join, simply post, “Yes.” In the comments section below the article. Have you ever finished a day or a week and thought to yourself, “Holy cow, I can’t believe how insanely productive that time was”? You busted … Continued. The post The Great, One-Day Consulting Experiment appeared first on David A. Fields. All Articles Consulting Consultants

Applying for consulting opportunities

Tom Spencer

Applications can be a stress inducing process when pursuing a consulting career or opportunities from consulting firms as a student. Especially when you are competing against your peers who offer a diverse pool of skills, experiences, and backgrounds for consulting firms to cherry pick from. Selection criteria for candidates may differ from firm to firm and thus you might think it to be near impossible to gain a competitive edge.

Action In Uncertainty: Ideas to manage and thrive during turbulent and uncertain times

Consulting Success

Here is a list of best practices and ideas to help consultants not only manage but thrive during these uncertain times. What # resonates with you most? Let me know in the comments below… And if you have some best practices of your own that you’d to add to the list type those in the. Action In Uncertainty: Ideas to manage and thrive during turbulent and uncertain times is a post from: Consulting Success. Consulting Articles best practices economy mindset

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.

Cash Flow Relief for Independent Consultants: the CARES Act & Other Ideas

Successful Independent Consulting

We’re in an unprecedented situation because of the COVID-19 coronavirus, and the economic fallout has been drastic for many business sectors, such as travel and restaurants. For us as consultants, the effects are likely to be more gradual but our income will likely be affected. This article explains your options for cash-flow relief, whether you need it immediately or in the near future, and how to get it.

Shorter Hours Is the Kaizen Mindset

Markovitz Consulting

Are businesses finally starting to question the assumption that more hours at the office equals more value for the customer? Back in November, I mentioned that the New York Times and the Wall Street Journal both ran articles on the productivity benefits of reduced work hours. Not to be outdone, NPR reported that Microsoft Japan moved to a four-day workweek this summer while increasing productivity by 40%. Last week the Wall Street Journal hit the topic again.

5 Ways Playing Small is Sabotaging Your Consulting Success

Consulting Matters

"Playing small" is making choices that put a lid on your true potential. It's the part of you that wants to protect your comfort, security and validation in the short-term at the expense of what is possible in the long-term. These feelings are particularly acute for both new and seasoned consulting and coaching business owners which in comparison to other business owners, growing to the next level is personal because your business is based on you. Your ideas. Your expertise.

10 Tough-Times Strategies for Consulting Firms

David A Fields

You’re swimming in a vast sea of stressful news and, given today’s reality, you’re well within your rights to feel anxious, nervous and uncertain about how your consulting firm should proceed. Clients are shutting down their operations; workshops and meetings are being called off; in fact, the entire economy appears to be headed for an … Continued. The post 10 Tough-Times Strategies for Consulting Firms appeared first on David A. Fields. All Articles Consulting Consultants

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.

4 Top Tips for Networking at Any Event

Tom Spencer

Networking can be a frightening process but a necessary one since it gives you a chance to meet new people who are the biggest asset you can have in life. Through successful networking one gains a multitude of benefits such as strengthened business connections, introduction to fresh ideas, access to jobs opportunities, more confidence and appeal to different perspective on topics. Yet, despite the benefits, networking can still be difficult, particularly at the beginning.

Mastering The Art Of Consulting Sales And Client Relationships With Andrew Sobel: Podcast #132

Consulting Success

Consulting is a two-way transaction. While people know this, not many take it to heart. A consultant goes beyond merely telling their clients what to do; rather, they listen and build trust in one another. This episode’s guest is a leading authority on driving consistent revenue growth through client loyalty and business relationships for over. Mastering The Art Of Consulting Sales And Client Relationships With Andrew Sobel: Podcast #132 is a post from: Consulting Success.

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How payments can adjust to the coronavirus pandemic—and help the world adapt


The challenges are immediate, with long-term implications for global, regional, and local economies—and for the payments industry itself. Here’s what to expect. Insights on Financial Services

Save Lives vs. Save the Economy

In the United States, there’s a big debate going on right now. Epidemiologists urge physical distancing as the best way to avoid catastrophic loss of lives. Economists point out that the cost of shutting down the economy is unprecedented and is heading toward catastrophic economic collapse (which also enormous human costs). So, who is right? I’m going to give you two answers to that question. First, the epidemiologists and economists are both right.

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.

8 Top tips for managing at a distance

The Management Centre

Managing a remote team of people – who are not sitting anywhere near you and may not even be in the same time zone – can be a huge challenge. How do you make sure out of sight isn’t out of mind, especially when you might have been used to seeing at least some of your team on a regular basis? Yvette Gyles, Director of =mc, looks at how to manage effectively at a distance. We work with many organisations that have remote teams and those which work disparate hours, so paths do not always cross.

10 Positive Facts Your Consulting Firm Should Obsess Over During This Crisis

David A Fields

There are so many voices fixated on the disaster unfolding around us, that you could easily be swept into a torrent of anxiety, fear and panic. In truth, there is real reason for concern and you absolutely should heed the direction of medical leaders. At the same time, you and your consulting firm will benefit … Continued. The post 10 Positive Facts Your Consulting Firm Should Obsess Over During This Crisis appeared first on David A. Fields. All Articles Consulting Consultants

Living Your Business Values – Interview with Paul Zelizer of Awarepreneurs

The More Clients Blog

Here’s our second monthly interview with a leading-edge business professional where I speak with someone smarter and wiser than me to figure out what being in business is all about. . This time I interview Paul Zelizer on expressing and living your values as a business owner. I first met Paul when he was managing the Wisdompreneurs Facebook group about 4 years ago. It was a place for conscious entrepreneurs to connect and share ideas that would uplift and inspire.

Using YOUR Voice To Land Big Consulting Clients With Leah Bonvissuto: Podcast #131

Consulting Success

Presentations are an essential part of any business. It is where ideas are brought to light, potential connections are established, and even customers are marketed. That is why it is crucial to deliver your presentations the best you can. In this episode, Michael Zipursky asks Leah Bonvissuto for her expertise in this matter. Leah began her career. Using YOUR Voice To Land Big Consulting Clients With Leah Bonvissuto: Podcast #131 is a post from: Consulting Success.

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.”

Decision making in uncertain times


The timeline for companies to react to the coronavirus has shrunk dramatically. Here are five principles that leaders can follow to make smart decisions quickly during the pandemic. Insights on Organization

McKinsey Middle East Careers

Management Consulted

Consultant Interview: How one consultant aced the McKinsey interview, broke in, and broke out again Are you interested in understanding more about McKinsey careers – from the McKinsey case interview to the difference between McKinsey offices in the Middle East?… … Read Article. The post McKinsey Middle East Careers appeared first on Management Consulted. Consulting exit opportunities consulting interviews life as a consultant McKinsey Consulting

The Importance of a First Impression

Tom Spencer

You might have been given an opportunity to have a coffee chat with a firm representative or with a Partner at your dream consulting firm. However, one observation that I have made as both a potential hire looking for a job and as a consultant guiding others is that oftentimes, we are not prepared for an encounter or a meeting that might make all the difference in our careers.

Do You Have Time for This Consulting Firm Builder? (Yes You Do.)

David A Fields

Holy shmoley, can you believe it’s already been a year since… well, last year at this time? Holidays whooshed by, kids outgrew their clothes and 100 generations of tsetse flies zipped through their cycle of life. Perhaps an entire tsetse empire rose and fell!) Where did the time go? No really, where did the time … Continued. The post Do You Have Time for This Consulting Firm Builder? Yes You Do.) appeared first on David A. Fields. All Articles Consulting Consultants

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.

Remote Working, Crisis Management & Business Continuity During COVID-19

Strategic Planning and Management Insights

Although some professionals, like Bill Gates, have stated that we need to be prepared for the next global pandemic , the swift spread of COVID-19 and cascading global impacts were unexpected. After an abundance of COVID-19 related deaths in China, medical systems collapsing in Italy, and expert recommendations to flatten the curve , many businesses have shifted to remote work, are operating in a limited capacity, or have had to close their doors. Strategic planning remote work crisis management

Why Trust-Based Selling Is Completely Different With Consultant, Ari Galper: Podcast #130

Consulting Success

No matter which career, business, or industry we are in, we become a salesperson. Whether we sell products, services, or ourselves, it is imperative to be able to grasp the best approach to selling to your ideal clients. In this episode, host Michael Zipursky guests mentor and sales growth advisor, Ari Galper. Ari is experienced. Why Trust-Based Selling Is Completely Different With Consultant, Ari Galper: Podcast #130 is a post from: Consulting Success.

Beyond coronavirus: The path to the next normal


The coronavirus is not only a health crisis of immense proportion—it’s also an imminent restructuring of the global economic order. Here’s how leaders can begin navigating to what’s next. Insights on Healthcare Systems & Services