Sat.Jun 15, 2019 - Fri.Jun 21, 2019

How to Fill Your Consulting Firm’s Funnel

David A Fields

What if you’re closing consulting deals, but not enough of them? If a healthy percentage of your consulting firm’s prospects flow down your funnel to a signed deal, then your fundamentals are working. Right People, Right Problem, Right Solutions, Right Time.)

Client Experience: what is it … do we have it

Rod Burkert

I received some great feedback from our last conversation about reciprocating referrals. It seems like most of us are in the same boat … we get more referrals than we could ever possibly hope to return. So we do our best by promising to do good work.

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Using Equity Deals As A Consultant To Build Wealth with Roland Frasier: Podcast #93

Consulting Success

Investing money, time, and strategy in a company are the fundamentals you can apply to any industry. Founder of War Room Mastermind, Roland Frasier, shares how combining these three to equity deals can help build wealth.

Consulting Cover Letter: Ultimate Guide

Management Consulted

The cover letter is often undervalued because it is misunderstood. A good management consulting cover letter can give you a small edge over other candidates, particularly because firms use it as a writing sample. And don’t forget: a bad cover … Continue Reading.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

Confronting overconfidence in talent strategy, management, and development


Best practices are well understood. But are companies following them as closely as their leaders claim? Future of Work

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Google Analytics for Consultants, Part 2: Goal Tracking (Made Simple)

Tsavo Neal

If you’ve followed the action step in Part 1 , you now have Google Analytics on your website. And if you’ve taken a look at your analytics, you’ll see something like this: Ignore ALL this right now. We will make sense of it once we’ve created goals for your website. And we’ll so with Goal tracking.

Case Interview: What To Wear

Management Consulted

What to wear to a case interview should not be overlooked! We actually get a fair number of questions about this. When you think about how many applicants consulting firms get, and how many they actually give offers to, you … Continue Reading.

Promoting an overdue digital transformation in healthcare


Research from over 30 countries offers insight into providing digital healthcare, including practical steps for key stakeholders. Insights on Healthcare Systems & Services

Statistics 101 – Inference and Hypothesis Testing (Part 1 of 3)

Tom Spencer

As a generalist consultant you are unlikely to need any statistics for day-to-day project work (there are specialists to call on for situations where it’s needed). The workaday numerical tool is Excel which, with the “Analysis Toolpak”, gives most consultants more than enough of what they need.

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 Persuade People To Be Safe

Henry DeVries

“Leaders who understand how to persuade know that they must provide motivation,” says Carl Potter, founder and CEO of the Safety Institute. The cheap way to motivate is through threats, but great leaders use inspiration and encouragement

How To 101

Monetising your assets

The Source

Not many jokes made about consultants are actually funny, but I’ve always liked the one about the shepherd.

Modular construction: From projects to products


Shifting construction away from traditional sites and into factories could dramatically change the way we build. Will modular construction make a sustainable impact this time around? Insights on Capital Projects & Infrastructure

Health Economics Part I – Introduction

Tom Spencer

This post is the first in a series of articles exploring concepts of one of the lesser known fields of economic study – health economics. When one thinks of economics their mind usually turns to concepts of trade, resource allocation, and other similarly business-related concepts.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

Personal Experience Interview - McKinsey PEI

At consulting firms like McKinsey, you will receive a personal experience interview (or McKinsey PEI). Sometimes an entire interview is devoted to these types of questions. Other times, you will receive 10 - 15 minutes of these kinds of questions before you get a case interview.

How Talent Optimization + Customer Satisfaction = Revenue + Profit

Management and IT Consulting

How talent optimization and customer satisfaction equate to healthier revenue and profit for Consulting companies

The importance of a growth-leadership mindset in capturing growth


Business leaders need three capabilities to drive growth: mind-set, curiosity, and a willingness to adapt to the client and the market. Marketing & Sales Insights

The next McKinsey won’t be defined by the quality of its people

The Source

The gaggle of a few dozen bright young things crowding the coffee and snack table starts to move, herd-like, for the haphazard rows of chairs that span the width of the conference room, eagerly anticipating the welcome presentation from the firm’s market lead.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

Coach Employees to Strengthen their Emotional Intelligence

Gina Abudi

Not every employee who joins the organization has strong emotional intelligence. Some employees tend to be reactive and don’t handle stress or conflict well. They are easily “triggered” by others and may not collaborate or communicate in the best way.

A Real Professional

Kai Davis

Swizec ( [link] ), a friend, writes in with a great insight after yesterday’s letter “I will send along an NDA to get the discussion started” ([link]. Swizec adds: It makes you look like A Real Professional who certainly knows what they’re doing. Swizec is 100% right.

Six governing considerations to modernize marketing


Legacy structures and operations are keeping companies from taking full advantage of technology. Insights on Consumer Packaged Goods

The Dumbest Person in the Room

My oldest daughter and I have been taking a training class together for some volunteer work we want to do together later in the year. It was the first time my teenager and I have been classmates. The class consisted of 20 students, half of which were teenagers, with the other half being people in their 30s and 40s. As we went through the technical material, I found myself raising my hand every few minutes to ask a question. Sometimes I didn’t get a concept.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

Why you (the target) need to own the post -plans, not the acquirer…

Ben de Haldevang

Latest opinion piece from The Agile Gorilla for your thoughts, ideas and critique. As with much of what we write, how your personal experiences correspond / or jar with this approach is where the real value sits. Look forward to hearing from you. All the best. link]. Transformation

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“I will send along an NDA to get the discussion started”

Kai Davis

If you're routinely or occasionally presented with NDAs (non-disclosure agreements), this can be a source of friction in your business: Signing an NDA could open you up to legal risk. Having your lawyer review NDAs costs you money. Reviewing the NDAs yourself costs you time.

How to win in insurance: Climbing the power curve


A small group of winners captures much of the economic profit in the insurance industry. New research quantifies just how far ahead the leaders are—and what other insurers can do to catch up. Insights on Financial Services

Stagnant Industry, Stagnant Company, What To Do?

Martinka Consulting

Recently the Bellevue Breakfast Rotary Club had a recap meeting following our very successful fundraising event, the All in for Autism 10K-5K run and walk. One of our members wondered what we have to do to breakthrough our participant plateau, as we’ve been at about the same number for years.

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!