Consultancy

  A governance checklist for small management consultancies. Download Now  Governance concerns the systems of decision-making, control, and accountability, by which the firm is directed and controlled. At its heart is generating trust: for partners, investors, employees, clients and society at large in the stewardship of their asset.At its most basic, the rules of governance […]

A Confidential Information Memorandum (CIM) is sometimes known as a pitch book, deal book, offering memorandum or confidential business review. It is the sales brochure for your firm and typically 20-50 pages long. Feel free to use the template here. A year or two prior to a sale, get in the habit of preparing and

  IP is the primary asset of a consulting firm looking to sell. It is also the key to sustainable, scalable leveraged, profits. This PowerPoint provides the structure of a workshop which I run with clients to maximise the value of their IP. Proprietary methods and tools not only include the services and products that

  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