March, 2022

The Mistake that Costs Your Consulting Firm Winnable Projects (and How to Fix it)

David A Fields

Consider reality talent show contestants for a moment. Many have modest talent (at best) and are, nevertheless, shocked when they fail out of the competition. They exhibit what appears to be an inexplicable overestimation of their own talents.

How To 10x The Demand For Your Consulting Services With Andrei Zinkevich: Podcast #228

Consulting Success

Consulting services are a dime a dozen in the business world. What does it take to stand out from the crowd? Michael Zipursky and CEO Andrei Zinkevich take a look at what you can do to 10x the demand for your consulting business.


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How to avoid under quoting

Jacq Hackett Consulting

One of the most common mistakes new consultants make is under quoting. And if you don't get this right you'll continue to be out of pocket on every project.

Website Advice for Solopreneurs

Successful Independent Consulting

As a self-employed professional do you need a website? Is it worth the time and money if you get most of your business from referrals or by subcontracting? The short answer is, yes. Here’s why: 1. Millions of people are self-employed. Having a website will help you stand out from the crowd.

The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.

If You Don’t Like Case Competitions, Does This Mean You Won’t Like or Be Good at Consulting?

Steve Shu Consulting

I was posed on Quora a question similar to the above question, and below was my response. I highlight in bold, a key insight drawn from behavioral science.

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False Zero-Sum Games that are Holding Your Consulting Firm Back

David A Fields

Your consulting firm participates in zero-sum games, where one party’s win necessitates the other’s loss. However, often that zero-sum perspective is false. Win-win outcomes are possible and will propel your consulting firm’s progress.

How To Grow & Sell Your Consulting Business Using Systems (Without Working 24/7) with Shannon Susko: Podcast #231

Consulting Success

Shannon Susko‘s book, Metronomics, explains what systems your company needs to grow. Balancing strategy, execution, cash, cultural, cohesive, human, and leadership is very important. Learn how to unite these systems into one regimen that works for you and your team.

System 205

How to Reverse Engineer Your Fear with Roy Bell

Consulting Matters

Big changes in your career or taking risks with your business can be scary. But it's also an opportunity to reverse engineer your fear and step into something great! Today, I continue my conversation with Roy Bell.

See and Resolve Team Dependencies, Part 3: Some Component Teams, Some Feature Teams

Johanna Rothman

Continuing the series on dependencies… Maybe you don't have the problem where the team creates internal dependencies with their process. And you don't have to wait for someone outside the team to approve your work—an organizational process.

Agile 97

The Surprising Effects of Business Vs. Leisure Travel

*Already submitted with the first entry, please contact me if you would like me to write up again.

Women in Business

Over a decade before I had three daughters, I was intrigued by women and how they’re perceived in the business world. My first encounter with this subject came from one of my sociology classes at Stanford, which focused on status hierarchy dynamics.

How to Get an Economic Consulting Job

Tom Spencer

Economic consulting is the more analytical but lesser-known sibling of management and strategy consulting.

How to Make Clients Comfortable that You (the Star) are Not on Their Project

David A Fields

If you’re known as the founder of your consulting practice (or one of the founders), you may feel your ability to scale your firm is limited because prospective clients want to work with a/the founder and there’s only so much of you to go around. You’re a victim of “It’s gotta be you” syndrome.

How To 212

Consulting Offers: How To Create, Sell, & Improve Your Offers

Consulting Success

What is the “secret sauce” behind the world’s most successful consulting offers? A few days ago, I was on a group call with consultants in our Clarity Coaching community. An interesting question came up on the call.

The Ultimate Guide to Executive Recruiting

Sourcing the right executive candidates and filling key managerial roles in an organization can be difficult, even in the best of times. Download this eBook to level up your discovery process, talent sourcing, and strategies for reaching your best-fit candidates.

Reposition Your Strengths to Create Your Dream Business with Roy Bell

Consulting Matters

Get ready for a powerful conversation about why letting go of the business you think you should have IS THE WAY to the business that is meant for you.

Little’s Law for Any Kind of Product Development: How to Learn How Long Your Work Will Take

Johanna Rothman

Joanie, a new VP Engineering, joined the company a couple of weeks ago. Her boss, the CEO, wants to know how long it will take engineering to finish all the projects. Joanie asked the various leaders these questions for every project in progress: When did you start this project?

What is Organizational Culture? And How Can Your Values Shape it?

Strategic Planning and Management Insights

SME Strategy is a strategy consulting company that specializes in aligning teams around their vision, mission, values, goals and action plans. Learn more about how we can help align your team with our strategic planning and implementation services. culture organizational development values

Economic Consulting vs Management Consulting

Tom Spencer

Consulting is one of the most sought-after careers for graduate students looking to work in a high-responsibility and dynamic work environment.

12 Plays to Kickstart Your Recruitment Process

To stay ahead in this race, every recruiter needs a good playbook. In this eBook, we lay out 12 recruiting plays that can automate key steps in your recruitment process, helping you reduce both the cost and the time it takes to hire the best candidates.

1 Easy Distinction that Will Accelerate Your Consulting Firm’s Growth

David A Fields

You may be focusing on the wrong “level” of your consulting firm’s problems to create rapid progress in your firm’s results. Today’s exercise in questionable metaphor usage features The Beatles’ hit single, “Baby You Can Drive My Car,” which was decidedly not about cars.

Overcoming Your Fear Of Public Speaking: Growing Your Consulting Business With Lauren Sergy: Podcast #230

Consulting Success

Anxiety can strike any time someone goes on stage to speak to a crowd. How does one move past these and how can you overcome your fear of public speaking?

305: Laura Rotter—Do You Want To Build Your Wealth Or Enjoy Financial Well-Being?

On the Brink Podcast

Hear how you can build wealth AND a happy life. Laura Rotter and I met through the Business Council of Westchester, a wonderful organization that brings together great people, men and women. Laura is the founder of True Abundance Advisors , a financial life planning and wealth management firm.

See and Resolve Team Dependencies, Part 4: All Component Teams, Complex Product

Johanna Rothman

Integrated System Program. The larger your product, the more likely you have components teams. I often see component teams because of the architecture of the product. In this first image, the Integrated System Program, the rest of the product uses the Platform of Common Services as components.

12 Tips for Selling to the C-Suite

The question for sales pros is this: Are you ready for the challenge, and opportunity, of selling to the C-suite? The following 12 tips can help ensure that you and your team are.

Prioritizing technology transformations to win


Our latest IT survey confirms the accelerating pace of at-scale core technology transformations. The road map for success reflects the practices and capabilities of leading companies. Digital Insights Cybersecurity/Risk Big data

Mastering Cold Outreach

Tom Spencer

One of the best ways to learn is from other people. People are databases of knowledge. Through conversation, you can tap into a professional’s experiences, opinions, and network. The art of mastering cold outreach is one that takes practice but can become an incredibly useful tool.

An Easy Way to Upgrade Your Consulting Firm’s Projects

David A Fields

Could a single, 60-minute step improve the quality of your consulting firm’s projects—for your clients and for your internal initiatives? Let’s say your consulting firm has won an engagement to transform Log Manufacturing, Inc.

From 7 Figure Consulting Business To Software CEO With Stuart Leo: Podcast #229

Consulting Success

Making the transition from a 7-figure consulting business to software CEO seems like a difficult pivot. This is one pivot that Stuart Leo has made with great success. In this episode, Michael Zipursky and Stuart, the CEO of, discuss business pivots and evolution.

The Power of Conversation Intelligence

This eBook will answer all your questions and more on Conversation Intelligence (CI) by providing a complete overview and its need in Revenue organizations - delivering impact from your Sales Development Representatives all the way to the C-Suite.

Do You Copy? Over…

Across multiple domains, there’s a single communication technique that is consistently used. It is known as “acknowledgment.”

Join the Q2 2022 Free Your Inner Writer Workshop

Johanna Rothman

Thinking about bringing your writing skills to the next level? Want to write and finish? You can. You can learn what works for you. Enroll in my Q2 2022 Writing Workshop 1: Free Your Inner Writer & Sell Your Nonfiction Ideas. You write. I support you with personal feedback on your writing.

IoT comes of age


McKinsey research shows that adoption of IoT technologies has increased exponentially the past five years—but successful implementation still eludes some. Here’s how to get it right. Analytics Insights High Tech & Internet IoT Analytics