January, 2021

The 5 Steps of the Consulting Engagement Cycle

Consulting Matters

Your marketing efforts have paid off. All of your activities on social media and doing speeches worked. You created a proposal, negotiated and renegotiated with your client and the deal is done. And now you’re wondering what to do now.

9 Pricing Rules for Your Consulting Firm’s Advisory Engagements

David A Fields

There are consulting projects, there are advisory engagements, and there are chocolate covered almonds. Your consulting firm’s clients may consume all three, however, the rules for pricing are different in each case. Advisory engagements are 90-100% “on-camera,” where your clients can see you.

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Why Your Productivity Hacks Don’t Hack It

Markovitz Consulting

(Note: a modified version of this article first appeared in the Harvard Business Review.

7 Signs You Should Become An Independent Consultant

Consulting Success

What is an independent consultant? Consulting is providing your expertise to help a person or organization solve problems or reach their goals more efficiently and effectively. Independent consulting is when you do consulting by yourself instead of with or for a consulting company.

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!

Behavioral Science Casebook Project

Steve Shu Consulting

In my free time I have been developing a course, tentatively called Applied Behavioral Science in the Digital Age to be taught to business school students at either the undergraduate or graduate level.

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The ONE THING You Need to Make a Successful Leap Into Consulting or Coaching

Consulting Matters

If you are interested in leaving your current job for the potential of running your own consulting or coaching practice, there is only one thing you need. You may think you need a lot of money in the bank and a "rolodex" of potential clients and referrals.

Should You Use the Same Fee Structure for These Two Consulting Engagements?

David A Fields

Consulting engagements come in many flavors. Your consulting firm’s work for a client could range from answering questions in real time based on your knowledge and experience, to developing research-based recommendations, to constructing and implementing complex solutions.

So why do you want to work for this firm/service line/office?

Tom Spencer

This is a question that you will inevitably receive when interviewing with a consulting firm. It provides you with an excellent way to demonstrate your interest in the firm, how it fits with your goals, and show that you’ve done your homework.

How To Demand Business – Building Attention With PR Expert Jennefer Witter: Podcast #169

Consulting Success

Many for-profits and nonprofits are making a lot of impact in the world without getting the attention that they deserve.

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.

Kamala Harris: Boldly Smashing One Of The Highest, Hardest Glass Ceilings

On the Brink

Photo credit: Joshua Roberts of Reuters/CNNpolitics. Finally it happened. We now have our first female vice president. Our first Black vice president. Our first South Asian vice president. Our first Second Gentleman. Our first Jewish vice presidential spouse. Such a lot of firsts!

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251: Terry Earthwind Nichols—Is There A Better Time To Learn About Imposter Syndrome?

On the Brink Podcast

Hear how to let go of negative behaviors so you can soar. His Excellence Ambassador Terry Earthwind Nichols is an amazing individual for us to share with you.

The Heart of Value Propositions - What You Really Offer Clients

Consulting Matters

“Because relationships are mutual, partners share a single fate; no action benefits one and harms the other.” ” (Lewis, Amini and Lannon). Have you ever read a book that you know will change your life?

The 1 Question that Improves All of Your Consulting Firm’s Rainmaking

David A Fields

Your consulting firm is actively pursuing an engagement with Stephanie Stiltsmuffins. The process of coaxing Stephanie from high-level interest to a signed contract revolves around a single activity: Discovery.

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.

3 Types of Consulting Work

Tom Spencer

Consulting is an exciting career opportunity that offers graduates the chance to use their critical thinking skills, creativity, and past knowledge. It is demanding, but immensely rewarding.

21 Types Of Consulting (With Real Examples & Stories)

Consulting Success

Interested in the different types of consulting and consulting businesses? In this post, we’re sharing 21 types of consulting. Specifically, the “Who, What, When, and Why.” ” And we’ve included examples of real consulting businesses for each type.

How do you measure success in digital? Five metrics for CEOs

McKinsey & Company

As organizations launch more and more digital initiatives, CEOs must monitor whether they are delivering business results. These metrics are ones to watch. Digital Insights

Five things to know about your competitors

The Source

Crises have, historically, often led to seismic shifts in the competitive landscape of consulting.

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.

Consulting vs. Leading

Consulting Matters

Too many consultants tank their success because they do not clearly understand the difference between consulting vs. leading. Consulting is a defined role that is distinct from leadership. A consultant is one who helps a leader by framing the problems that the leader is accountable for solving.

9 Impeachable Consulting Firm Offenses

David A Fields

Whatever your political leanings, you don’t want your consulting firm to lean into a bad reputation. The guardrails below will help.

Pros and Cons of a Career in Consulting

Tom Spencer

One of the most mentioned career paths after graduating from Harvard is consulting.

Why Branding Matters (& How To Evolve Your Consulting Brand) With Steve Morris: Podcast #171

Consulting Success

Why should branding matter to consultants? After all, it wouldn’t matter what specific messaging you’re putting out as long as you have that intent to help people, right? Dead wrong.

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.”

Derisking digital and analytics transformations

McKinsey & Company

While the benefits of digitization and advanced analytics are well documented, the risk challenges often remain hidden. Risk Insights

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248: Verity Craft—Isn't It Time You Became The Thought Leader You Always Wanted To Be?

On the Brink Podcast

Learn how great content gets your business found on the web! As content marketers , we at SAMC know the power of great content. Search is all about being the authority on a topic so that search engines know you, prioritize you and deliver potential customers to you.

No Women Coaches In The NBA? Yeah, Becky Hammon Changed That.

On the Brink

Photo courtesy of Texas Monthly. "We We didn't hire Becky to make history," Popovich said. She earned it.". When Becky Hammon joined the San Antonio Spurs pro basketball team as an assistant coach in 2014—the first woman in NBA history to hold this position— Barack Obama congratulated her on Twitter.

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Improve Strategy Implementation with our 7 Best Practices for Action Planning

Strategic Planning and Management Insights

One you’ve moved through the stages of strategic planning, from discussing your company vision through to goal setting , developing a detailed action plan is the next step towards implementing your strategy.

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 a Pen and a Sheet of Paper Make You an Efficient Consultant

Tom Spencer

When one thinks of management consultants, one inevitably thinks of highly efficient workers. This is because an efficient way of working is essential as a management consultant.

Enhance Your & Your Client’s Lives Using Transformational Leadership With Nick Jankel: Podcast #170

Consulting Success

We all have the potential to change our lives better than it is now. But, admittedly, many of us need guidance on how to achieve that. In this episode, Nick Jankel shows you the power of transformational leadership.

Moving digital health forward: Lessons on business building

McKinsey & Company

Building a successful digital health business involves several strategic steps, as illustrated through the lens of six digital health start-ups. Insights on Pharmaceuticals & Medical Products