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Keep Your ‘Foot on the Pedal’ with Your Consultancy

All consultants are “hungry” when they start out—hungry to work, hungry to be successful. And as Micheal Zipursky explains in a video at Consulting Success, it is important to maintain these same levels of enthusiasm as times goes on, especially as it regards marketing. He calls it having a mindset of “foot on the pedal.” The Vroom Philosophy Zipursky acknowledges that many consultants start out being “foot on the pedal,” but as time goes by …

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What to Do When You Need Cash Now as a Consultant

Ideally, you begin consulting with a nest egg already in place, so that you are not instantly betting the farm on this new way of life for yourself. But some people like to live dangerously. In a post for the Institute of Management Consultants USA, Mark Haas makes some quick recommendations for how to proceed when you need to generate revenue as a consultant right away. Cash Now If you are a consultant, you must …

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Why You Need to Know Your Ideal Client

Hypothetically speaking, what does your ideal client look like? What position is this client in that makes you perfectly suited to help? If you do not know the answer, that could be a problem. In a post at Consulting Success, Michael Zipursky explains why it is so important to pin down the silhouette of your ideal client. Targeted Work Essentially, it boils down to the amount of effort involved. When you know your ideal client …

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3 Daily Steps to Grow Your Consulting Business

Growing a strong business is typically the result of sticking to efficient habits. And in the case of consulting, maintaining steady, high-value work is the product of maintaining good marketing habits. In a video for Consulting Success, Michael Zipursky explains three steps you can take daily to maintain a healthy pipeline and keep business growing: Reach out to a key contact for a referral. Reach out to a past client to cultivate the relationship and …

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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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