April, 2020

How You Should Reach out to Your Consulting Firm’s Contacts Now

David A Fields

Your clients and prospects need help right now, no matter what industry they’re in. And your consulting firm has needs too. Little things like projects, revenue and Kreuther’s chocolates. You know that your consulting firm’s contact list—clients, prospects, influencers, partners, etc.—is

6 COVID-19 Induced Reasons Why You Should Scrap Your Current Strategic Plan

Leadership Planning with Liz Weber CMC

When things start to settle a bit in your world as you adjust to the new reality caused by the global COVID-19 Pandemic, be prepared to dramatically revise your strategic plan. It’s no longer strategically viable.

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Business Development and Networking During a Pandemic Lockdown

Successful Independent Consulting

The #1 FUD (fear, uncertainty, doubt) among independent consultants involves business development. Will I be able to find enough work? How can I develop a steady pipeline of leads? I don’t know how to do sales!

Making Unbiased Decisions

Tom Spencer

Despite increasing levels of educational attainment, one of the things that remains consistent across time are the biases that influence the decisions that we make when faced with questions and challenging problems.

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!

Building resilience – it’s a journey

The Management Centre

It’s a strange new reality that we’ve all been plunged into since Covid-19 reached our shores. Nearly six weeks into the lock down and people are starting to discover how resilient they feel. And let’s be clear about that: resilience is not something absolute, that you either are, or are not.

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 “Additional Responsibilities” in Consulting

Tom Spencer

During both consulting recruiting and the initial months working in consulting, experienced by myself and my friends, the top priority for a consulting career which has been consistently emphasized has been delivering excellent client work. Arguably, the second priority has been persistent learning.

Privacy and Security Using Zoom During the Pandemic

Women in Consulting

By: Sharyn Fitzpatrick. By Sharyn Fitzpatrick at Marcom Gurus. When virtual communication platforms like Zoom were developed, they probably didn’t think of how to safely use their platforms during a pandemic.

10 Ways to Use the Fool Archetype to Increase Your Consulting Success

Consulting Matters

Today is April Fool's Day. Doesn't feel like a day to be pranking each other given the current global health and economic crisis. But that doesn't mean we can't celebrate the Fool archetype. I am a massive fan of mythology and archetypes.

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The future is not what it used to be: Thoughts on the shape of the next normal

McKinsey

The coronavirus crisis is a world-changing event. Here are seven elements for business leaders to consider as they plan for the next normal. Leadership

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

How To Develop Self-Mastery In Consulting With Mike Kitko

Consulting Success

A lot of consultants are hired for their expertise in a certain field and their familiarity with specific subject matters or jargon, but one of the more underrepresented aspects of consulting is building mastery over oneself.

5 Partners Your Consulting Firm Should Call This Week

David A Fields

Many of your consulting firm’s prospects are caught in the eddies of crisis and battling to stay afloat. While they appreciate your relationship-building calls, unfortunately, they’re too preoccupied to fully engage in deep conversations with you.

COVID-19 is the Best Thing to Happen to Your Company. Seriously.

Markovitz Consulting

You’ve heard it countless times before: “People don’t like change.” Change is hard.” Change activates people’s lizard brain. They’ll fight you or run away.” People don’t mind changing. They don’t like being changed.”

Great Depression 2020?

CaseInterview.com

I’ve been noticing that there are questions lately about what caused the Great Depression and whether we’re at risk of something similar in 2020. The short answer is: No, I don’t think we’re at risk of another Great Recession.

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.

How to Discover and Own Your Consulting Superpower: Interview with Charles Browne

Consulting Matters

Interview Transcript: Betsy Jordyn : Hey, it’s Betsy Jordyn. I am super excited to introduce you all to Charles Browne, the latest graduate from the Consultant’s Institute, who has got an amazing new business that he is launching, so welcome. Charles Browne : Hi. Thank you.

Revisiting agile teams after an abrupt shift to remote

McKinsey

Agile teams traditionally excel when their members are co-located. Here’s how to ensure they’re effective now that COVID-19 has forced them to work remotely. Insights on Organization

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How To Become A Consultant: Quit Your Job & Get Your First Client

Consulting Success

Do you want to know how to become a consultant? If you’re looking to quit your job and start a business, a consulting business is one of the best businesses to start.

10 Common, Avoidable Mistakes Consultants Make on Video Calls

David A Fields

Are there video call-specific rules of etiquette? Of course. Remember the old days, when people left their houses? Consultants would frequently travel thousands of miles, sardined next to strangers (crazy, right?). Even then, your consulting firm’s best, everyday outreach tool was your telephone.

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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.

Are Your Values Worth the Paper They’re Printed On?

Markovitz Consulting

The unprecedented technical, logistical, and financial stresses placed on organizations today make the coronavirus crisis a crucible for an organization’s commitment to its values.

Creating Value Through a Great Customer Journey Map

Tom Spencer

It is said that to really understand somebody you have to walk a mile in their shoes. Analysing a customer journey, from prospect to buyer, allows the business to step into the customer’s shoes and experience the whole process from their perspective.

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How Good Companies Become Market Leaders (Without an Infusion of Capital): Interview with Charles Browne

Consulting Matters

Interview Transcript: Betsy Jordyn : Hey, it’s Betsy Jordyn of the Consultant’s Institute, and I’m so excited to interview Charles Browne. And our topic today is really focusing on those product companies.

COVID-19: Investing in black lives and livelihoods

McKinsey

The unfolding public-health and possible economic disaster of the pandemic will disproportionately affect black Americans—unless stakeholders respond immediately. Public Sector Insights

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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.

How Consultants Can Build A Customer Loyalty Program With Adam Posner: Podcast #136

Consulting Success

Attracting new clients and customers is one thing; retaining them is another. Many successful entrepreneurs know this as a big separator between them and those who are struggling to grow their business. The name of the game is not how you attract people but how you keep them loyal to you.

How to Gracefully Manage Your Consulting Firm’s Shell-Shocked Clients

David A Fields

What do you do when your well-intended outreach call crashes into a brick wall of negativity? Like many consulting firm leaders, you may have been burning up the phone lines the past week or two, reaching out to your clients and other contacts. Your motives are pure—admirable even.

How's That Zoom Thing Working Out For You?

Markovitz Consulting

We’re all engaged in a massive experiment we didn’t plan on running: what happens when we make our employees work remotely? The scientific mindset—whether you call it Kata, or Plan-Do-Check-Act, or something else—directs you to first make a hypothesis, then run the experiment, and then check the results. Only in our COVID-19 world, we’re running the experiment (working remotely) without having made any hypothesis first about what would happen when pajamas become the default work clothes.

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Going into Consulting in a World Changed by COVID-19

Tom Spencer

First of all, I am not going to presume that I can see the future, but I’m going to base my thoughts upon two broadly appreciated assumptions about COVID-19’s impact on the future. Any recessions brought on by COVID-19 will have effects that persist at least through 2020.

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.”