2017

2017 Consulting Fees Study

Consulting Success

We recently asked over 25,000 consultants about their approach to pricing and fees as part of our 2017 Consulting Fees Study. Below you’ll find the results from our survey as well as my commentary and observations. Pricing Structure. The most common pricing structure and approach for consultants is project based pricing.

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7 Questions that Will Multiply Your Consulting Firm Revenue & Margin

David A Fields

Want to achieve the next big step up for your consulting firm? You’ve undoubtedly written goals, and I’ll bet you’ve crafted plans, too. But to generate a quantum leap in consulting revenue and profit, you need an Engineering Vision. Answer the seven questions in this article, and you’ll be poised for explosive growth. One of [ ] Consultants Fees Mindset

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Why and How Personal Branding is Vital for Independent Consultants

Successful Independent Consulting

Everyone in business recognizes strong brands and understands their importance. Coca-Cola. Apple. These brands represent certain values. Their branding helps drive sales by keeping their products or services fresh in the consumer’s mind. Independent consultants need to think the same way. You need to be top-of-mind when the need for your expertise pops up so the client thinks to call you, or their colleague thinks to refer you. In our field this is called personal branding.

Technology Ain’t Going to Solve Your Problems

Markovitz Consulting

I was at a conference for internet retailers two weeks ago and was overwhelmed by the software and hardware solutions promising to solve all their operational problems and turn their ecommerce businesses into a highly profitable, eight figure monsters. They’re lying. Technology is not, by itself, the answer. If you have a broken process and you add technology, all you get is a faster (and more expensive) broken process. Let’s say, for example, that you invest in hand-held scanners in a warehouse.

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!

How to create your consulting brand

Jacq Hackett Consulting

As a business owner, you’re going to have a better chance of winning business if you have a memorable, recognisable and professional brand. For those of us who’ve moved from the public sector into consulting, thinking of ourselves as a ‘business’ might be counter-intuitive, and the concept of ‘developing a brand’ for our business, daunting.

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More Trending

Black Belt Supreme 2017 Closes May 31st!

Management Consulted

For the last 4 years we’ve been running our popular Black Belt interview training courses – with tremendous success. Compared to a 3% acceptance rate at top consulting firms, 55% of our Black Belt Supreme participants have received 1 or more offers from top 10 firms. That means our Black Belt Supreme clients are 1800% more likely to receive an offer as opposed to going through the process alone.

On Digital Tools, Behavioral Economics, and Retirement

Steve Shu Consulting

Just wanted to share a Harvard Business Review post by my colleague, Shlomo Benartzi. In a nutshell, the digital world opens up many possibilities to apply behavioral economics to help people. Shlomo mentions some research that he, Hal Hershfield, and I recently did with Acorns, a robo-saving app. How Digital Tools and Behavioral Economics Will Save Retirement. Behavioral Economics Behavioral Science Uncategorized

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6 Skills for Consulting Success

Tom Spencer

Having a successful career in consulting requires sustained motivation. When your skills are a good match for the requirements of the industry, your superior performance will be an ongoing source of encouragement. A sensible first step towards a consulting-career would be to understand whether you have what it takes to excel in consulting. Here is a list of six skills that will make a difference in your consulting career and ensure your long-term success. Structured Thinking.

Retail Survival 101: Treating Employees Better

Think Customers

This article appeared originally in Customer Strategist. For retailers, 2017 will be remembered as the year of store closings. Nearly 13,000 stores are expected to shut their doors this year, compared with 4,000 in 2016, Bloomberg reports. The store closings are symptomatic of a larger trend: consumers are increasingly eschewing stores for online retailers that offer virtually endless aisles and fast deliveries.Still, some retailers have managed to not only survive but thrive in the face of t

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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.

11 Best Consulting Blogs: Read These Blogs To Grow Your Consultancy

Tsavo Neal

When is the last time you read a helpful blog article that gave you actionable advice to improve your consulting business? Did you know that there are consultant-specific blogs that host such advice? Although books are a fantastic way for consultants to learn how to run a more profitable business — blogs can be just as helpful. They may lack some of the staying power and authority of books, but they make up for it with their ease of access, interactivity, and updateability.

6 Ways to Move Beyond the Commodity Mindset

Consulting Success

I was about 25,000 feet up and seated on the right side of the DCH-8 plane. Looking out the window below, I could see beautiful turquoise water and the sea speckled with islands. The flight was short. Only 30 minutes to reach my island destination. I was meeting one of my first business mentors. A man named Kyoji, who had grown up on this island but had spent 40+ years travelling around the world building several international brands and businesses.

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10 Endless Sources of Inspiration for Your Articles, Blogs, and Speeches

David A Fields

The third most common question I’m asked by consultants of all stripes from all types of firms is, “Where do you get the ideas for your articles week after week?” I keep hoping that will be followed up with, “May I donate a new Tesla to your collection?” but no one’s popped that question. Yet. [ [ ] Consultants Marketing writing

Why Friends Don't Let Friends W-2

Successful Independent Consulting

"As an independent consultant, does it matter how I get paid?” Absolutely! In the U.S., being paid on a 1099 tax basis as a business instead of on a W-2 tax basis like a temp worker makes a huge difference to your profitability for two key reasons: You pay less tax. You save more for retirement. Here’s how I figured this out. Several years ago, as an independent consultant I did my taxes two ways using TurboTax® software.

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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.

Five Ways to Spur Lean in the Office

Markovitz Consulting

Selling to Government: Understand the basic rules of engagement

Jacq Hackett Consulting

Public sector consultants are definitely in demand. But too often those who’re just starting out as consultants find it difficult to navigate the system and get their foot in the door. I’ve been successfully consulting to the government sector for eighteen years now, but there are definitely a few things I wish I’d known at the start that would have helped to kick-start my business. Being a public sector consultant brings a unique set of challenges and quirks.

What is Authentic Leadership?

Consulting Matters

Today’s model introduces how I am starting to think about what is authentic leadership. I think authentic leadership is where power and love intersect. Power and use of power are familiar concepts in business and the definining power as control, authority, capacity and influence is more than likely readily understandable and accessible. Love is a different story. When I talk about love, I am not talking about the feelings shared between parents and children, friends or even lovers.

2017 Management Consulting Salaries for Undergraduates, MBAs/Grads, & Interns

Management Consulted

Welcome to 2017! This year promises the first total solar eclipse of the 21st century, the 2017 World Expo, and the French and German elections—fingers crossed these will not cause the pandemoniums of Brexit and the indelible 2016 US election. The field of management consulting also continues to have its fair share of excitement. This past year, many top consulting firms experienced revenue growth of 7-13%.

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.

The So What Strategy – A Highly Recommended Book for Business Communications

Steve Shu Consulting

By way of background, I have long history in the consulting space and believe that effective communications separates leaders from the pack. And it’s something that one can continually work on to improve. Over the years I’ve read a number of books on communications such as books on writing, storyboards, logic, presentation construction, visual design, and verbal delivery. I’ve recently read “The So What Strategy,” a book on business communications, and wanted to share my thoughts on the book.

How To Pitch A Disruptive Business Plan

Tom Spencer

One of the things I learned during my EMBA was how to break down, re-organize and clearly explain certain kinds of information; a skill which has proved useful when preparing and pitching my start-up based on my b-school business plan. In late October, that got put to the test. I had the opportunity to pitch my start-up at an innovative business contest at a well-known business school in Frankfurt. My nascent company is called MedPayRx.

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How Great Consultants Can Stand Up and Stand Out

Women in Consulting

:: As a strategic marketing expert, I help my clients get heard above the noise. If we think of the marketplace like a large gathering—say a cocktail reception—it seems that today everyone is trying to talk at once. They’re using old and new channels to reach us—from mass media to mobile to social to IoT. All of this chatter makes it really hard for anyone to hear—both prospective customers as well as the people who are trying to reach them.

12 Best Small Consulting Firm Websites

Tsavo Neal

Web design for a consulting firm instead of an independent consultant is more similar than it is different — but the differences are important to note. In this article, I feature 12-15 of the best boutique consulting firm websties, and how these websites attract and develop new business for each firm. Here’s what I asked members of each firm: In what ways do you use your website to help you attract and develop new business? How does your website help you establish your brand?

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 to Write a White Paper That Wins Consulting Projects, with Gordon Graham: Podcast #4

Consulting Success

Set yourself apart in the consulting business by highlighting your specialty through customer stories and white papers. Description: There are few people that can consider themselves as great an expert on white papers as Gordon Graham. Gordon is a white paper writer and consultant who has has worked with Google, Oracle, Intuit, and many other Fortune 500 companies. He’s interviewed over 200 C-level executives and written over 170 white papers. He considers himself a B-to-B copywriter.

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Why Your Consulting Client’s #1 Priority Shouldn’t Be Yours

David A Fields

Let’s say your consulting firm wants to lasso a few new clients. Sounds far-fetched, but go with me.) You should search for companies whose number one, burning priority is addressing the problem your consulting firm solves, right? Wrong. For instance, let’s say you’re targeting the Fortune 500 newcomer ThimbleCurry, Inc. to enrich your portfolio of [ ] Consultants Consulting

Shift Your Perspective to Make Business Development Easier

Successful Independent Consulting

Most consultants I know struggle with business development, and it’s a top concern among those thinking about going independent. “ I don’t know how to build a pipeline of leads ” or “ I’m not good at sales ” are common refrains. Most of us never had sales training so this concern is understandable, but reframing how we think about business development can turn concern into action. Read any definition of business development and you won’t find the word sales.

Don’t Forget the Heart

Markovitz Consulting

Three days at the AME Conference in Boston showed me that there’s no shortage of skilled, knowledgeable, continuous improvement professionals who can teach their colleagues the intricacies of lean. Three days at the AME Conference also showed me that we should spend less time focusing on lean tools and techniques, and more time telling stories that reach the heart. Don’t get me wrong—tools are not just important, they’re necessary.

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.