May, 2020

Reopening safely: Sample practices from essential businesses


The safety protocols of hospitals, grocery stores, and other establishments that stayed open during the COVID-19 pandemic can offer ideas for businesses preparing to welcome employees and customers back. Risk Insights


Consulting’s new frontiers of competition

The Source

It’s difficult to imagine a world with Coca-Cola but no Pepsi. Or with Roger Federer but no Rafa Nadal. Would Mercedes make the cars it does if there was no such thing as a BMW? Would Barça fans care as much about their team if Real Madrid didn’t exist? In life and in business, we often define ourselves by our competitors—and consulting is no different.

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How to Lead in a Crisis

In times of crisis, people look for leadership. A leader is someone with a plan, the competence to deliver on that plan, and the trustworthiness to earn the benefit of the doubt from others when things get tough. Calm is the sign of strong leadership. When a patient collapses from a heart attack, that patient and his/her family are having a crisis. Emergency medical technicians have a name for such an event. It’s called “just another Tuesday.”.

5 Things Consultants Can Learn From Healthcare Clients

Management and IT Consulting

To better understand what U.S. hospitals and health systems look for in successful relationships with third-party consulting firms, Healthcare Information Management and Systems Society (HIMSS) conducted a survey that found cost overruns, delays and scope creep (all indications of project failure) continue to plague the project work of consultants they hire. Read on to learn more about how the survey findings impact your consulting firm, and what you can learn from your healthcare 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!

Finding Your Business’ Purpose In The COVID-19 Era

Forbes Leadership Strategy

Purpose, even during tough times, is a key branding strategy. Leadership Strategy /leadership-strategy Leadership /leadership Leadership Strategy /leadership-strategy leadership

More Trending

5 Pro Tips for Transforming a Lockdown into Killer Testimonials

David A Fields

Your consulting firm’s prospects and clients are settling into the video call format. Other than the relationship-building advantages of video, has this newly-accepted communication medium ushered in any valuable opportunities for your consulting firm? You betcha. Video testimonials are where it’s at. Any testimonial from a happy client builds credibility for your consulting firm. However, … Continued.

Video 230

10 Life Productivity Hacks

Tom Spencer

During COVID-19, working from home has become the new norm. This is a new experience for many of us, and poses new challenges and distractions that can make it difficult to stay focused and productive. I’ve been getting asked a lot lately about productivity, and so I thought I should dedicate an article to it. In this post I will share my top 10 hacks for maintaining hyper-productivity every day. Use Your Phone with Discipline. It doesn’t matter how focused you may be.

Use this Strategy Software to Track Your Strategic Plan

Strategic Planning and Management Insights

The Problem. Many organizations have worked hard to develop their strategic plan, and yet a year or two down the line, they notice that they've not made enough progress towards their goals, or that their teams and departments have diverged down different paths, on projects or activities that don't align with their strategic objectives. Strategic planning Project managment monitoring & tracking

4 Things That Are Required Right Now

The More Clients Blog

In last week’s Webinar on Going Radically Virtual, I did a poll to measure what the participants were doing in their marketing during the pandemic. The results were telling: 1. Are you reaching out each week and getting meetings with past clients and business associates? Yes – 62%. No – 38%. Are you sending out email newsletters or other information by email to those on your list? Yes – 50%. No – 50%.

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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.

Do You Really Understand the Problem You’re Trying to Solve?

Markovitz Consulting

“The problem is, I don’t have a sales manager I can trust.” Those were the words of the CEO of a rapidly growing logistics company in explaining why she wasn’t spending more time on the large, critical, strategic issues that desperately needed her attention. Too bad that she didn’t read my new book, The Conclusion Trap. Then she’d realize that she really didn’t understand her problem at all. You hear people voice this kind of “problem” all the time.

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No Time To Be Afraid Of This Blurry Future

Simon Associates

As we have been working with our clients during this pandemic, we're noticing a recurring theme. They are unhappy about not knowing what comes next. They've figured out how to deal with living at home, working at home and being at home. But now they're beginning to be uncomfortable and anxious about what's coming next. It's strange, isn't it, that without a clear vision of the future, it's often impossible to live today.

Charting your consulting career direction

Tom Spencer

Consulting is a career where you hit the ground running. Having a clear direction and strategy for your career early on can grant you amazing advantages, but so can keeping your options open and exploring the opportunities offered by consulting. This article identifies what lies ahead for graduates considering a future in consulting, and highlights key insights that I gained by interviewing junior and senior consultants. Brace yourself.

As physical doors close, new digital doors swing open


The penetration of online commerce is lower in Australia than in the United States or Europe. But the lockdown is closing the gap. Retail Insights

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.

9 Quantum Leap Questions for Your Consulting Firm

David A Fields

You could answer a debate my team and I have engaged in: the best way to create a quantum leap in a small consulting firm’s performance. Plenty of folks are chattering about how your consulting firm can survive or stabilize in the face of an economic downturn. I’d like to invite you to consider a … Continued. The post 9 Quantum Leap Questions for Your Consulting Firm appeared first on David A. Fields. All Articles Consulting Consultants

How To Find & Win Freelance Consulting Jobs With Justin Nassiri: Podcast #137

Consulting Success

Among the many types of consulting jobs out there, freelance jobs are among the most coveted because they offer you a certain measure of freedom and independence in the way you go about things. However, these spots, coveted as they are, can also be difficult to come by because many enterprises prefer to keep consultants. How To Find & Win Freelance Consulting Jobs With Justin Nassiri: Podcast #137 is a post from: Consulting Success.

What Lean CEOs Know That Typical CEOs Don't

Markovitz Consulting

This winter, I surveyed nearly 100 CEOs from a wide variety of companies—large and small, multiple industries—about their feelings of overwhelm due to the staggering demands on their time. I wanted to see if there was anything to learn from how they dealt with their managerial burdens. I found that there were, in fact, lessons to be learned. CEOs that embraced lean principles felt significantly less overwhelm than “typical” CEOs despite the fact that they had less support staff.

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Be Aggressive

When times get difficult, it’s natural to want to step back, play defense, and wait for conditions to get better. This is especially the case when difficult conditions are caused by extreme changes, such as COVID-19. While this is certainly one option of a way to run a business, there is another. It’s the option to be…. Aggressive. There’s both a dumb way and a smart way to be aggressive.

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.

Tackling the Challenges of Remote Consulting

Tom Spencer

Consulting is a complicated job that requires a deep understanding of the problem at hand, processing large volumes of data, producing a solution and communicating clear action-oriented recommendations to the people in charge. When you have to work from a distance, conducting these steps can be an issue. Due to the latest situation created by COVID-19, distance and the use of online tools have become the new standard in consulting and many other jobs.

Telehealth: A quarter-trillion-dollar post-COVID-19 reality?


Telehealth has helped expand access to care at a time when the pandemic has severely restricted patients’ ability to see their doctors. Actions taken by healthcare leaders today will determine if the full potential of telehealth is realized after the crisis has passed. Insights on Healthcare Systems & Services

Two Issues Your Consulting Firm Must Confront to Win Projects in Uncertain Times

David A Fields

Your consulting firm has probably encountered more resistance from prospective clients than usual over the past eight weeks. Fortunately, you can understand and overcome the elevated stumbling blocks. The basics of winning consulting projects haven’t changed. Keep them moist and use lots of butter. No, wait. That’s for sheets of phyllo dough. To win consulting … Continued. The post Two Issues Your Consulting Firm Must Confront to Win Projects in Uncertain Times appeared first on David A.

How To Win Government Consulting Jobs With Abhijit Verekar: Podcast #138

Consulting Success

The idea of working with the government can sometimes be daunting. While that is the case, it is nevertheless not impossible. In this episode, Michael Zipursky interviews Abhijit Verekar, President and CEO of Avèro Advisors—an end-to-end information technology advisory firm that works with local governments all around the US to implement new IT infrastructures and systems. Abhijit. How To Win Government Consulting Jobs With Abhijit Verekar: Podcast #138 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.”

199: Matt Artz—How An Anthropologist Can Open Your Mind To Brilliant New Ideas

On the Brink Podcast

Hear how anthropologists can transform your business! How amazing it was to meet and have the opportunity to interview Matt Artz, another business anthropologist like myself. This was a delightful podcast, focusing on the growing importance of anthropology in business and corporate settings.

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How to Lead Without Authority with Keith Ferrazzi

Strategic Planning and Management Insights

Keith Ferrazzi is a two-time New York Times best selling author, Harvard Business School graduate, and the former youngest CMO of a Fortune 500 company at Starlight Hotels. Keith's company, Ferrazzi Greenlight, works with executive leadership teams within some of the largest companies in the country including Verizon, Delta Airlines and General Motors. Leadership

How to prepare for case interviews

Tom Spencer

Reading Time: 4 minutes. Case interviews can be a hurdle or stepping stone at the beginning of your consulting career. The difference lies in your preparation and ambition for a consulting career. The interview tests your problem solving ability, communication skills, composure and interpersonal skills. Many resources exist to prepare for the case interview, which can make it overwhelming, but rest assured that what follows in this article will make the preparation more manageable.

How a post-pandemic stimulus can both create jobs and help the climate


The $10 trillion in stimulus measures that policy makers have allocated could be decisive for the world’s low-carbon transition. Here’s how organizations can bring economic and environmental priorities together. Insights on Sustainability

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.

Don’t Panic, Don’t Change. 5 Constants Your Consulting Firm Can Rely On

David A Fields

What world greeted you this morning? Birds chirping? Blossoms fluttering? Here in New England the sun’s been shining. Not just shining; it’s ushered in a breathtaking, clients?-what-clients?-go-for-a-walk what-clients?-go-for-a-walk go-for-a-walk kind of day. Hold on. What’s up with all the sun-drenched cheeriness and good will? Doesn’t the universe know that millions of people are suffering, and practically the … Continued. The post Don’t Panic, Don’t Change.

Hiring Your First Employee As A Consulting Business With Art Snarzyk III: Podcast #139

Consulting Success

What are the most common mistakes business owners are doing when selecting new employees? How do you match new hires to the right jobs? In this episode, Michael Zipursky has “The Turnover Terminator,” Art Snarzyk III, on the show. Art is the President of InnerView Advisors, Inc. and is also an employee and management specialist. With his. Hiring Your First Employee As A Consulting Business With Art Snarzyk III: Podcast #139 is a post from: Consulting Success.

The High Speed Lane

Alan Weiss

Since I’ve offered a special coaching program for people during the pandemic, and combining this with the ongoing coaching I’ve been doing, I can report to you these empirical facts: People who call clients, recommenders, and prospects regularly (daily, at least 3-4 calls) have consistently obtained more substantive meetings and business than those who do not.