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Monthly Archives: March 2015

5 Keys to Increase Consulting Fees

Nobody has ever thrown confetti in celebration of the fact that their service provider has raised their prices. With this rationale in mind, it may be difficult for some consultants to convince themselves to raise their fees. Michael Zipursky alleviates these concerns though with five tips for raising rates in a way that ensures you remain viable: Losing clients is not the issue. Do not worry about what the competition charges. Focus on value. Show …

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5 Big Myths of Consulting

Consultants travel the world for free, making a fortune for selling platitudes as solutions. This is not the most accurate picture of a consultant. Lew Sauder tries to clear up the misconceptions attached to consultants, to cast them in a new light that makes them appear as human as you or I: They travel in luxury. They tell you what you already know. They produce findings that are not actionable. They train new consultants at …

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Fame & Fortune: How Visible Experts Enhance Consulting Firms

Every good consulting firm houses its share of experts. But if everybody is an expert, how is a client to know which one is better than another? As Lee W. Frederiksen writes for Consulting Magazine, having the most visible and renowned expert is what wins the day. The Popularity Contest If someone has actually heard of your experts before, that instantly increases their credibility. It reflects well on your business too. The two top benefits …

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Finders, Minders, and Grinders: The 3 Core Business Roles

All consulting firms consist of people working in one of three fundamental roles: finder, minder, or grinder. They function in a hierarchical pyramid, with finder at the top and grinder on the bottom. A post at Consultants Mind elaborates on these three roles and how they each contribute to the success of a long-lived consultancy. All Ground Up The principle originates with a book called Managing a Professional Services Firm, by David Maister. In the …

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A Simple Way to Prevent Project Problems

Sometimes, disconnects happen between what the client wants and what the consultant thinks the client wants. The result in delivery is a big round of disappointment, followed by maybe some embarrassment. Michael W. McLaughlin writes about the steps that can be taken to prevent these disconnects before they happen. No Problemo Projects Like when water freezes in cracks in the street, causing the cracks to get even bigger, a small misunderstanding in a project can …

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5 Proven Follow-Up Strategies for Consultants

According to Michael Zipursky, 80 percent of sales “are made between the fifth and the twelfth contact with your ideal buyer.” If you are weak on follow-ups, some quick calculations will show you how much business you are taking off the table. Zipursky offers five strategies to maximize your follow-up, and win the most business in the process. Dot Every I… Focus on value. Share success stories. Stay on top of industry developments. Take advantage …

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10 Tips for Nailing the Case Interview

The case interview is what separates the men and women from the boys and girls. Your answers in these situations show pretty suitably whether you do or do not know your stuff. Tom Spencer provides ten tips at his website for conquering the case interview once and for all: Practice, practice, practice. Take notes. Don’t make assumptions. Ask questions. Engage in active listening. Maintain direct eye contact. Take your time. Clearly structure your answer. Think …

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How to Create Effective Consulting Website Marketing

So you have set up your consulting website, and it is sparkly and pretty and your mom thinks it looks great. Now what? Now you have to get people to look at it. Jay Niblick breaks down the ways to get noticed on the web. Look at Me! As usual, the quest to get found begins with Google. Consult their tools to decide what keywords, titles, tags, and headers will be most effective in driving …

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Keeping Clients Focused on ROI in IT Projects

While they are on the decline, hefty-sized IT projects are still occurring at businesses, and they still bring the requisite risk. In order to make these projects succeed, consultants must keep their clients’ eye on the prize more than ever. Kristina Roth writes for Consulting Magazine with the critical success factors you need to bring to the table. Narrowing the Focus To begin with, the IT project must have a clearly stated purpose, by which …

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3 Tips for Hiring an IT Consultant

For every problem in business you will ever have, there is surely a consultant somewhere who would like to sell you a solution. When it comes to IT though, there could be a dozen disparate ways to solve the problem. Which IT consultant should you hire? A post at Sapphire Beach St. Thomas aims to help you answer this question. Three Pointers Be clear about area of specialization. Give preference to local consultants. Consider continuing …

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