Consultancy

  What are the main barriers that you will face when trying to grow your consulting firm? How can these be overcome? The barriers I discuss are: too few prospects, too much competition, prices are too low, costs are too high, and a failure to sustain growth. Consulting firms play a vital role in helping […]

Rebranding, done badly focuses on creating a new logo and a prettier website. This is a waste of time if your proposition isn’t reviewed, and your messaging sharpened. Rebranding done well will improve your sales by redefining what you are as a company by listening to the market and your clients. The Rebranding Workshop template

Here is a .PPT of a workshop I use with clients to help define and develop their service strategy. The aim of your service strategy is to ensure your services are getting you to where you need to be in terms of sales, markets and your unique value proposition. With my own clients, I often

Here, I spend 5 minutes detailing how buyers and investors assess the value of your firm. The firm’s EBITDA provides the basis for calculating how quickly the sale price might be recouped by the buyer. This is used because it is seen as a more reliable estimate of the real profits generated by the firm

Many founders are wary of social media, especially around advertising. It is not only a big psychological step from traditional marketing in consultancies, but it is also one of the quickest ways to burn cash. Often this fear is compounded by early experiments in blogging, YouTube videos or LinkedIn advertisements which took up a lot

  I define a Unique Value Proposition (UVP) as the reason why clients should select your firm. If you can’t answer this question, you’re obviously in trouble. As Almquist et al. (2018) showed in their Harvard Business Review article this is very rarely just the combination of your services and prices, but also includes: Inspirational

https://joeomahoney.com/wp-content/uploads/2021/12/4-ways-to-improve-your-sales-figures.mp4 For clients to buy your services, three things must usually happen: The client must be convinced of your expertise and ability to solve their problem or help with their opportunity. If your marketing has done its job, and passed on thought leadership, case-studies and testimonials, much of this will have already been achieved. But

Many consultancies can save a lot of time and money by using virtual assistants for all types of expertise: from sales leads and PowerPoint polishing to web development and book-keeping. Personally, I use Fiverr for any task that takes less than a day, and UpWork for longer or ongoing contracts. This eBook captures my own

  The impact of digital on consulting firms has been well covered in the business press. However, this work has mostly focused on the disruptive nature of service platforms (such as Consignium) and less on the potential of digital technologies to help the growth of small consulting firms. In this talk (for the Institute of

  In management theory, professional service firms are said to grow through a series of S-shaped stages from their founding through to billion-dollar multi-nationals. The S-shapes (Figure 3) are theorised because each stage of growth prompts new challenges which impact growth, causing the leaders to invest time and resources into structural (for example, governance, organizational,