April, 2021

Too Big? The Correct Way to Tell if a Project is Right for Your Consulting Firm

David A Fields

Wouldn’t it be great to land a massive, game-changing new project for your consulting firm? Maybe. However, huge assignments have equally huge downsides, and there’s a better way to grow your consulting firm.

What Music Can Teach You About Consulting with Gerald J. Leonard: Podcast #183

Consulting Success

Sometimes, one’s love for music will give you more than entertainment. For Gerald J. Leonard of Principles of Execution, this put him on a path toward success in the realm of consulting.

Talent 149

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How to Align Executive Development with Organizational Values

Consulting Matters

We have all seen aspirational signs in the breakroom, "Honesty, Kindness, Integrity." While these are excellent personal values, they don't translate into measurable behaviors or tools used at the executive level in daily decision-making.

When it’s Time to Focus on Your Consulting Career

Tom Spencer

The greatest accomplishments will follow a focused person. Our society rewards specialists more than generalists, and the way to become a specialist is to remain focused on one area for a prolonged period. At all stages of our life there are times to explore and times to focus.

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!

Disrupting the disruptors: Business building for banks

McKinsey & Company

Although banks face intense pressure from new entrants in financial services, they have an edge in resources they can use to rapidly launch their own digital businesses. Insights on Financial Services Banking

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The Ladder You Must Climb to Grow Your Consulting Firm

David A Fields

Clients hire your consulting firm in part because you know more than they do. You’re an expert. Wise in the ways of management, marketing or the musk beetle (or whatever your area of expertise happens to be). How expert are you, though, and what are you doing to continuously upgrade your knowledge?

The 6 Essential Consulting Skills (Clients Want These)

Consulting Success

Do you possess the consulting skills that make clients want to hire you? Your core expertise — like environmental or sales consulting — form the basis of your consulting business However, you’ll also need to cultivate a broad range of consulting skills.

The Myth of Perfect Marketing Materials

The More Clients Blog

Someone in my current Marketing Action Group shared this: “I believe that bringing all my marketing into alignment is critical at this point. Would this be correct?”. Marketing alignment would be having a marketing message, marketing materials, website, presentation, etc.

B2B 62

Considerations for Targeting Your Consulting Specialty

Tom Spencer

In nearly every consulting firm, sooner or later you’ll have to prioritize a specialty to formally begin establishing a focus area for your consulting career. Just to be clear, by specialty, I mean a specifically defined industry (e.g. industrials, pharma, etc.) or functional area (e.g.

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.

Building a learning culture that drives business forward

McKinsey & Company

Too often, training programs fail. Here’s how businesses can create a learning culture and invest in the capabilities that will help individuals and organizations thrive. Insights from McKinsey Accelerate Leadership Performance transformation

The Right Tool for the Job


A few days ago, I was visiting my parents. While there, I noticed a few home repair tasks around the house. I decided to take care of them. The repairs ended up being much more time-consuming than I expected. I was surprised by how many trips I made to Home Depot.

Tools 64

Alternative Revenue Sources for Your Consulting Firm

David A Fields

If you’re having trouble accelerating your consulting firm’s revenue growth, it could be because you’ve forgotten to create a stable revenue base.

Profitable Growth Strategies for Consultants with Thomas Michael Hogg: Podcast #182

Consulting Success

The greatest challenge of all companies is to figure out and properly implement profitable growth strategies to boost sales and enter the profit zone. Today’s guest is Thomas Michael Hogg, the author of Profitable Growth Strategy: 7 proven best practices from German companies.

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.

261: Edie Fraser—How to Create a More Equitable World for Women in Business, Together?

On the Brink Podcast

Hear how women leaders are finally coming into their own. There are times when very special people come into our lives. If you believe in serendipity, as I do, you realize that they are here for a purpose.

When to Seek Help from a Coach for Case Interviews

Tom Spencer

Case coaching is an industry of its own. It seems like coaching is a necessary part of the consulting interview prep process and without it you don’t have a chance of getting an offer.

Everyone is within learning distance: Building skills remotely

McKinsey & Company

With careful design and implementation, remote capability building provides an effective lifeline for organizations adapting to entirely new ways of working. Insights on Operations Operations

What Do You Actually Do?

The More Clients Blog

This little question seems to have puzzled self-employed professionals since the beginning of time. Somebody asks you what you do and you make the terrible mistake of actually telling them. Like this: “What do I do? So glad you asked!

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. However, there’s no team better suited to lead that charge than the marketing department.

“Return to work” makes no sense. Here’s why.

Brimstone Consulting

“Return to work” implies people have not been working. They have. A lot. Recent research conducted by Jennifer Moss, Michael Leiter, Christina Maslach, and David Whiteside, in association with Harvard Business Review , found that global burnout is a problem.

Generating $2M in Consulting Revenue in 18 Months with Shiv Narayanan: Podcast #181

Consulting Success

Saying no to revenue is the hardest thing to do, but sometimes you have to do it in order to build a more sustainable business. This is one of the things that Shiv Narayanan learned on his way to generating $2 million in consulting revenue for his B2B SaaS startup. The founder and CEO of.

B2B 149

Think About Impact and Outcomes Before You Plan Your Strategic Planning Retreat

Leadership Planning with Liz Weber CMC

Two prospective strategic planning clients reached out to me this past week.

Brains for Short-Term Hire: Pro-Bono Consulting Projects

Tom Spencer

While at university, the most basic form of assessment of new skills learned is through the completion of homework assignments. During lectures, students learn new formulas, memorize methods, or practice more advanced techniques.

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.”

The irresistible momentum behind clean, electric, connected mobility: Four key trends

McKinsey & Company

Mobility’s future is visible in the increasing support of capital markets, the demands of Chinese consumers, the effort to slow climate change, and the new skills automakers will need to deal with these shifts.

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263: Alain Hunkins—The Top Ten Ways To Crack The Leadership Code

On the Brink Podcast

Learn how you can become a more dynamic, effective leader. Alain Hunkins is the author of a new book, " Cracking the Leadership Code: Three Secrets to Building Strong Leaders, " which offers a very impactful way to develop leaders. As you know, I direct two leadership academies for two clients.

Getting in Front of Prospective Clients

The More Clients Blog

Last week, I sent an email asking what your biggest issue was in attracting more of your ideal, high-end clients. I wasn’t surprised to see that the issue mentioned most often was “Getting in front of qualified prospective clients.”.

For Women In Business, Now Is The Time To Achieve Your Dreams

On the Brink

In my new book , " Rethink: Smashing The Myths of Women in Business ," I expose many of the myths that for centuries have held women back from achieving what they knew they could.

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.

The Pursuit of Dreams


Much has been said about the value of pursuing dreams. Some say that the purpose of life is to pursue your dreams. Others say that pursuing dreams is an unrealistic, self-indulgent waste of time. My take is. wait for it. it depends. :). [I I know, I know.

5 Reasons Why Consulting Jobs are Not As Glamorous As Advertised

Tom Spencer

Ever since I started my undergraduate degree, I was keen on securing a job in strategy consulting. It is not difficult to see why the job is so attractive to young overachievers.

Why mentoring matters: A conversation with Carlos Lejnieks

McKinsey & Company

A leader of Big Brothers Big Sisters of America talks about how successful mentors help others see qualities in themselves that they might not otherwise see. Insights from McKinsey Accelerate Social Sector Public & Social Sector Leadership