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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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6 Tips to Become a Successful (and Financially Stable) Consultant

The sky is the limit for how much consultants can earn annually, but that does not make wealth the norm. Many consultants are falling short of optimal profits for a multitude of reasons. In a post for Rat Race Mutiny, Merilee Kern shares advice from David A. Fields, author and top-level consultant, for how consultants can reliably generate more and higher revenues. Here are six tips: Think right-side up. Maximize impact. Build visibility. Connect with …

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Getting Started with Building Prospects

In the early days of consulting, prospects might be hard to come by, so you of course develop strategies for finding them. Networking events are a good start, but what else should you do? In a post for the Institute of Management Consultants USA, Mark Haas says not to forget the value of follow-up calls. The Chase Begins Assuming you have business cards and a formal way of recording the information of the people you …

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LinkedIn Publishing Has Changed: What Else You Can Do to Self-Promote

All good things come to an end. Or in the case of business, all good things get monetized until all the joy and practicality has been completely annihilated. In a post for Consulting Success, Michael Zipursky explains how LinkedIn and LinkedIn Pulse have changed over time, and not necessarily for the better. He then discusses how else you can spread awareness of your personal brand online. In Search of an Audience Once upon a time, …

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Why Aren’t You Popping the Referral Question?

Referrals would be worth their weight in gold if they were not just an abstract concept, and yet not nearly enough consultants are taking advantage of them. In an article for MindShare Consulting, Michael W. McLaughlin explains that the challenges are twofold: Not enough consultants are actually asking for referrals, and not enough clients are following through on making referrals for consultants. For Future Reference Many consultants are reluctant to ask for referrals because they …

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How to Retain Long-Term Consulting Clients

When you have been in the consulting game a few years, and you have taken the right steps to building yourself and your brand, you start to attract some high-value customers. How do you retain these hard-earned clients for the long-term? In a post at Consulting Success, Michael Zipursky has a few recommendations. Strengthening the Bond The first step in keeping good clients is to get a little less desperate about finding new clients. In …

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The Trouble with Elevator Speeches

Every good consultant or entrepreneur should have an elevator speech ready to go—that concise, 30-second pitch that explains what you do and why you are so awesome at it. Michael W. McLaughlin identifies an inherent flaw though in the traditional elevator speech. In an article at MindShare Consulting, he explains the problem and how to work around it. It’s All about You The problem with an elevator speech is that it is about you. You …

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Breaking through Relationship Walls

Unfortunately, despite your best work with a client, you still hit a wall in your relationship. Whether that wall is because the client is purposefully blocking you from conversing with other people or they do not understand what else you can do for the organization, it can be frustrating. In an article for MindShare Consulting, Michael W. McLaughlin explores ways to break through this daunting wall. One of the most common obstacles you may face …

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5 Steps to Position Yourself as an Authority and Expert in Your Market

You do not necessarily need a golden trophy signed by the ghost of Rockefeller in order to prove your savvy in your field. There are some much more down-to-Earth strategies you can employ. In a post at Consulting Success, Michael Zipursky shares five basic steps that can get potential clients to take notice of you: Communicate your value. Highlight case studies. Take screenshots. Use videos. Use LinkedIn recommendations. Proving Your Worth When you have successfully …

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Who Is Your Client Champion?

People have short memories. As a consultant, you might have generated some spectacular successes for a business, and yet they will completely forget to call you next time a new project arises. In order to prevent such situations, you need champions. In an article at his website, Michael McLaughlin explains what a client champion is and how to get them. Find the Greatest The odd thing about consulting work is that your legacy is not …

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