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 […]
How Consultancies Can Use Virtual Assistants for Growth Read More »
Your browser does not support the video tag. For clients to buy your services, three things must usually happen: 1. 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
4 Ways Consultancies Can Improve Sales Read More »
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: The UVP
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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
Digital Marketing 101 for Small Consultancies Read More »
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
Service Strategy Development for Small Consultancies & Boutiques Read More »
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 businesses
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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 are
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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 will be documented in the specifications for the legal
A Governance Checklist for Small Management Consultancies Read More »
If, like me a few years ago, you have not heard of PSA, you may find the data and processes of your firm are a combination of spreadsheets, apps, Office documents, and a few storage platforms like Drive or DropBox. If you’re technologically minded, you may even have connected some of these with clever software
Professional Services Automation for Consultancy Growth Read More »
There’s a lot of nonsense written about pricing which is based on zero evidence. The general advice from ‘gurus’ appears to be (i) raise your prices (ii) use value-based pricing. As we shall see, this is usually bad advice. Pricing isn’t everything. Margins are more important. Revenue is half the story of margins (along with
Pricing Services for Consultancies: Why Value Pricing Rarely Works Read More »
