2016

How Narcissists Steal Your Consulting Business (and What You Need to Learn)

David A Fields

Narcissists. They attract admirers like trick-or-treaters to chocolate. Countless throngs buy their offerings—metaphorically or literally. As consultants, we don’t want to be narcissists; yet, narcissistic competitors can eat your consulting business alive. Narcissistic personalities have been very visible as of late. Many may be what Michael Maccoby calls “productive narcissists,” whose aggressive energy, engaging charm, and relentless self-importance power impressive business success.

Independent Consultants: Excellence Begins Here

Successful Independent Consulting

Have you ever dreamed about starting something and the idea just won’t go away? You give yourself all sorts of reasons not to pursue it. “I I don’t have time.” Someone else has probably already done it.” “It’s It’s too big. I’ll never be able to accomplish it.” “I I can’t commit to another thing!” Or in my case, “I hate to write.” But the idea still won’t go away. Now, you start thinking about all the reasons you should do it.

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Implementing Behavioral Science Initiatives

Steve Shu Consulting

Applied behavioral science is a relatively new concept within the business community. This short video is part of planned series of videos to increase awareness and improve the implementation of behavioral science initiatives in business. These videos complement material from the book, Inside Nudging: Implementing Behavioral Science Initiatives. This video addresses predominant organization types, implementation elements, and Behavioral GRIT™.

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5 Universal Qualities of a Winning Management Consulting Resume

Management Consulted

Your resume, simply put, is the platform through which your story is told. Based on our years of experience editing consulting resumes, we’ve identified the 5 universal qualities of a winning management consulting resume. These qualities will help a reviewer see how you can significantly add value to their team and firm. When writing your resume, remember one thing: to look through the eyes of a management consultant.

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!

Sharing Equity in Your Consulting Firm

The Clever Consultant

Every week at Equiteq, we field calls from owners of professional services and consulting firms looking for guidance on sharing equity in their business. It's a hot enough topic that I delivered a webinar on it last week, and I wanted to share that content with you along with a quick overview. Growing a consulting business compensation equity

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The age of analytics: Competing in a data-driven world

McKinsey

Big data’s potential just keeps growing. Taking full advantage means companies must incorporate analytics into their strategic vision and use it to make better, faster decisions. Our insights

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Digital or Die: The Choice for Luxury Brands

BCG

Focus Thursday, September 22, 2016. It may not be widely recognized as such just yet, but digital technology is probably one of the best things to happen to luxury brands in a long time. Digital is happening fast and forcefully, whether brands are ready for it or not. It enables new products and services. It opens up opportunities to create personalized offers and provide bespoke services to many more customers.

Mobile Commerce Surpasses Desktop Purchases

Think Customers

The time has come for retailers to rethink their mobile commerce strategies. According to the H1 2016 State of Mobile Commerce Report out today from Criteo, mobile commerce is surpassing desktop purchasing as mobile devices are beginning to dominate the commerce landscape. Some of the findings include: For the first time ever, the leading 25 percent of mobile retailers saw 50 percent of sales from mobile. Apps drive a larger percentage of shoppers down the purchase funnel and convert at th

Honoring Your Values Is The Key To Success

Women in Consulting

By: Michele Molitor. :: Why are your values so important to job satisfaction? You’ve probably seen the “corporate values” posted on the wall somewhere of the headquarters of an organization, or on their website perhaps. You might actually read them and think to yourself, those are nice. It might even give you a bit of a warm-n-fuzzy feel about the work that company is doing in the world. That’s great for the customers. But what does that actually mean to the employees?

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.

Without the Conversation, There is no Value Pricing

Ed Kless

For over ten years I have been on a quest – along with Ron Baker and the Fellows at the VeraSage Institute – to assist professionals in implementing value pricing in their organizations. In working with firms of all shapes, sizes and sectors, one of the most common challenges I hear about is that of professionals’ ability to engage with a customer or prospect in what we call “The Value Conversation.”.

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The Value Myth & Why Consultants Should Focus on Cost

David A Fields

Years ago Shark Tank featured an enterprising young man pitching his sales training program. Daymon John handed the entrepreneur his pen and demanded, “Sell this to me.” The sales guy bombed. His defensive stance didn’t help, but the salesman’s real problem was his focus on the value and benefits of the pen. That’s a mistake many consultants make too. Here’s what I would have done: I would have asked everyone on the set to hand me their pens.

If We’re Not Laughing Something Is Wrong

Leadership Planning with Liz Weber CMC

As I finished a client’s strategy session report this morning, I kept thinking about how the CEO has changed over the past five years since we last worked together. He’s still brilliant, tenacious, out-spoken, aggressive, driven, blunt, and not politically correct -- Can you see why I like him? Yet he’s changed. He’s no longer afraid to laugh. And that change has caused a huge shift in how he and his senior staff interact, plan, work, produce, profit, and succeed.

How Do Behavorial Scientists Think We Should Deal With Reason And Emotion In Our Decisions?

Steve Shu Consulting

The balancing act is tricky, and I think context and desired outcomes matter. For example: A thirty-year old might have problems saving for retirement because they think of savings as being for stranger. The solution might be to increase emotional connection between the thirty-year old and their future self so that the right behavior of saving can be achieved. A person might be emotionally attached to their home and as a result, they might try to sell their home at too high of a price.

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.

The Top 8 Undergrad Consulting Majors

Management Consulted

As consulting has become more popular (frantically so), we are getting increasing numbers of emails from undergrads – and even high schoolers – begging the question – if you want to break into consulting, what should you major in – and what majors are deal-breakers? Here at MC, we’re always looking for new ways to help you land your dream consulting job.

Peter Drucker on the Harm of Overestimating Our Expertise

The Clever Consultant

This little nugget from the classic Managing Oneself epitomizes the need for self-awareness to grow professionally. Expert Insights managing oneself peter drucker quotes

Efficiency vs Fairness

Tom Spencer

On Thursday 23rd of June, the British people voted by a majority of 52% to 48% to leave the EU. This is a monumental event, and it is worth trying to piece together what happened, and what some of the implications might be. The voter turnout was strong with around 72% of voters casting a ballot. However, the results showed significant division within the UK, with different regions and demographics supporting different sides of the argument.

Technology, jobs, and the future of work

McKinsey

Automation, digital platforms, and other innovations are changing the fundamental nature of work. Understanding these shifts can help policy makers, business leaders, and workers move forward. Employment and Growth

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.

Acting on the Digital Imperative

BCG

Article Monday, September 12, 2016. Since publication of “The Digital Imperative” (BCG article, March 2015), we have heard from CEOs around the world who are eager to take the next step toward digital transformation. Most executives tell us they understand why their companies need to transform, and most have a basic understanding of what must be done. But a fundamental question remains: how do they make it happen?

Are We There Yet? A Snapshot Look at the Digital Transformation of Businesses

Think Customers

We may live in a world where self-driving cabs are on the road and information can be shared across the world instantly, but for the most part, companies are still struggling to operate in a digital economy. I’m reminded of this fact every time a customer service agent tells me department A isn’t connected to department B or a company doesn’t accept online payments (it still happens!). Brian Solis, principal analyst at Altimeter Group, a Prophet company, spoke with me about the progress bu

Developing a Thought Leadership Strategy with Charlene Li

Women in Consulting

By: Olivia Dippon. Charlene Li, WIC’s featured speaker for February, spoke on “Leadership in the Digital Age.” She presented on how relationships are formed in this digital era, how to become a thought leader, and offered tips on developing a communication strategy, setting goals, and increasing engagement. Thought leaders are inspirational, empowering, visionary. As a thought leader you are able to inspire and add value for your followers by sharing knowledge, ideas, and information.

How (Exactly) to Make Room for a Blockbuster Year of Consulting

David A Fields

Last week we agreed the single, most powerful step you could take to double (or triple) your consulting business is to let go. See this article.) I proposed letting go of tasks, pride, and certain clients, and readers suggested letting go of fears, offerings and past mistakes, for starters. We need to excise low-value activities, people, thoughts, calories, or whatever other flotsam we have in our lives and businesses. Fabulous. But also obvious and intuitive.

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.”

How the Ikea Effect Can Ruin Your Consulting Business

David A Fields

A few years ago Michael Norton and his buddies wrote about “The Ikea Effect” which they describe this way: “When people construct products themselves, they come to overvalue their (often poorly made) creations.” This turns out to be an important finding for consultants. Norton’s gang studied their hypothesis using origami, which is not a product most people buy, but was undoubtedly easier for the researchers to haul around than pallets of build-it-yourself kitchens.

How to Properly Review This Year to Prepare Your Consulting Practice for Next Year

David A Fields

Prepare your consulting practice for the new year by identifying the specific, granular actions that will grow your firm. But what should you ponder to determine those actions that will make next year waaay better than this year? When evaluating the success of their year, consultants often review metrics like revenue, profit per partner, utilization and leverage. However, these statistics don’t provide useful direction on how to adjust, transform or maintain your consulting practice.

Nudging and Behavioral Architecture

Steve Shu Consulting

Applied behavioral science is a relatively new concept within the business community. This short video is part of planned series of videos to increase awareness and improve the implementation of behavioral science initiatives in business. These videos complement material from the book, Inside Nudging: Implementing Behavioral Science Initiatives. This video addresses the questions, “What is Nudging?” ” and “What is Behavioral Architecture?”

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2016 Management Consulting Salaries – Undergraduate, MBA, Interns and More

Management Consulted

Welcome to the New Year Management Consulted Subscribers ! This leap year, 2016, is exciting on many fronts. The year promises the world’s first space hotel, NASA’s Juno spacecraft arriving at Jupiter, soccer’s Euro 2016 in France and the Summer Olympics in Rio de Janeiro, the US Presidential Elections (aka circus) and much more. Along with all the excitement, this new year guarantees new business challenges and with that, a steady demand for consulting services.

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.

Heidi Grant Halvorson on The Most Productive Mindset

The Clever Consultant

All the self-help and productivity books in the world can’t help you get more accomplished if you don’t get your mind in a good place first. In the video above, Heidi Grant Halvorson (Columbia University) contrasts the difference between what she calls the “Be Good” and “Get Better” mindsets and what you can do to. Continue reading → Productivity Heidi Grant Halvorson need for achievement practicing mind Scott Adams

Do You Know What You Need?

Tom Spencer

It’s what you know. It’s not what you know, it’s who you know. It’s not who you know, it’s who knows you. Knowledge, networks, and branding. You have to start somewhere, and the logical starting point is to acquire knowledge. Society understands the importance of this, which is why primary and high school education can be obtained for free in pretty much all developed countries. And in many countries, university is also heavily subsidized.

Using agile to accelerate your data transformation

McKinsey

Data-management issues can undermine companies’ ability to create value from analytics. Some businesses are using agile principles to make sure data are available when and where they are needed. Our insights

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