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Incumbent Advantage Is Real

As Fiona Czerniawska notes in a post for Source Global Research—it is not just great service that keeps clients returning to you for repeat business. It could also be that clients have just gotten comfortable with the reliability you bring. That is incumbent advantage. In fact, businesses are reluctant to describe consultancies’ work in very positive terms when they have not worked with them directly before, even if they have heard multiple stories of consultancies’ …

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Using Magazine Articles to Generate More Business

Magazines may not be the source for popular reading material anymore, but they certainly still exist. In a post for the Institute of Management Consultants USA, Mark Haas describes some pointers to remember if you want to write magazine articles that generate more consulting business. For instance, push to allow your email address to be included in the article. (They might say no, but you still must try.) You also want to have your working …

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IBM Pays Its Employees to Take Time Off to Solve World Problems

In an article for Fast Company, Ben Paynter dives deeply into the ways that IBM deploys its employees to solve problems that help the world. For instance, in 2016 IBM established IBM Health Corps grants, where they pay their employees to take time off and take on complicated world health issues. And in addition to Health Corps, there are also Corporate Service Corps (“for all manner of nonprofit, government, or social entrepreneurial idea”) and Smarter …

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Is ‘New’ Better than ‘Innovative’?

Accenture’s recent branding has focused on delivering the “new.” In a post for Source Global Research, Fiona Czerniawska observes this decision and considers it to be very daring. She reasons that every consultancy on Earth promises “innovation” these days, but innovation is difficult to measure. The presence of innovation is also inherently subjective and dependent upon what a business has already seen before. By comparison, promising something “new” feels more concrete, in that it is …

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The Digital Marketing Revolution Has Only Just Begun

A post at Consultants Mind examines and summarizes new information from BCG on digital marketing. Among the findings is that digital marketing continues to evolve, and it is on track to surpass TV marketing spend for the first time in 2017. The reason that digital marketing is so attractive is because it allows for real-time feedback on campaigns’ effectiveness. A/B testing and refinement happen rapidly to produce more pointed advertising. Additionally, BCG advocates taking a …

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Why So Many Big 4 Consultants Fail

Big consultancies often have an “up or out” culture, where you keep climbing the ranks or you get the boot. What is the most effective way to ensure you keep rising though? In an article for Big4.com, Michael Moshiri insists it is all about networking. Yes, everyone knows broadly speaking that networking is important. But Moshiri says that people working at a Big 4 consultancy are setting themselves up for failure if they are not …

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Time-Tested Keys to Becoming a Successful Consultant

If you want to become a top-level consultant who rakes in the big bucks, then it really comes down to doing two things: serving your client as well as possible, and learning to attract high-value clients. It is as simple as that—though of course, you could use some advice about how to accomplish those things. So in a post for Consulting Success, Michael Zipursky shares pointed tips for exceling in both areas. Dual Responsibilities For …

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5 Tips to Become a Coach or Consultant after You Retire

If you have the skills that pay the bills, why stop just because your hair is thinning? Perhaps consulting can be the great “Phase 2” of your career story. In an article for Harvard Business Review, Dorie Clark shares five tips for segueing into consulting after your “retirement”: Give yourself sufficient runway. Do a skill analysis. Start recruiting clients. Prepare your marketing. Give yourself a break. New Again You should spend at least a year …

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3 Essential Branding Tips for Every Budding Consultant

In business, you are your brand. That is why you need to stay on message and cultivate one strong image of yourself. An article for Business Case Studies shares three basic tips toward that end. The first is to take an honest assessment of your strengths and weaknesses, to decide where you truly shine. If you need help, ask for feedback from friends. Second, keep adapting your branding and marketing strategy as you learn more …

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Should Consultants Offer Guarantees?

Perhaps the question is not so much, “Should consultants offer guarantees?” but rather, “Do consultants have the guts to offer guarantees?” It sounds like a big gamble, and if you do it improperly, it certainly will be. But in a post for Consulting Success, Michael Zipursky discusses the advantages of offering guarantees and how to craft them in a way that actually minimizes the presence of risk. Guaranteed to Succeed Data from Conversion Fanatics found …

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