Recent Posts

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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Why You Should Charge Clients More Than You Think You’re Worth

It is a very noble soul who does not want to wrench every last penny from clients. That being said, it is important for that noble soul not to sell him or herself short either. In an article for Harvard Business Review, Dorie Clark explains why consultants should probably be charging more than they think they are worth. The Value Perception In the first place, you should beware the mistake of underpricing yourself. Price is …

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Don’t Discount Expert Knowledge Just Because You Disagree with It

Numbers do not lie, but people might. As such, too many people right now over-emphasize their distrust of people and deemphasize trust of people’s data. This is leading to expert knowledge and experience being disregarded for bad reasons. A post at Consultants Mind relays this message and discusses its implications for consultants. It also categorizes the different ways that inaccurate or close-minded attitudes can lead to the “death of expertise.” Ultimately, the only way to …

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Recommendations Aren’t Everything

In a post for Source Global Research, Alison Huntington observes that there is a disconnect between work quality of consultancies and how many clients would be willing to recommend those consultancies to others. Specifically, one survey finds 89 percent of clients would or have recommended a firm, but only 66 percent of clients would speak positively of the firm’s quality (and only 37 percent positively of the firm’s value created for the client). Why would …

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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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People Are Not One-Stop Shopping in Hiring

Today, businesses expect people who can “do it all”—and this expectation is too high, according to Fiona Czerniawska in a post for Source Global Research. Sure, people who have dabbled in a lot of robust areas of consulting exist, but they are few and not necessarily excessively more valuable. Rather, what is more important is putting together teams that collectively account for a full spectrum of relevant knowledge areas. Clients do not care if you …

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3 Tiny Tips for Success as a Consultant

In an article for CNBC, Lisa Ferber shares the insights of social media consultant Natalie Zfat, who works with big names like Mark Cuban and the Food Network. Zfat offers three basic tips for consultants to embody, and the tips are illustrated by her experiences. The first tip is to take risks: You must put yourself “out there” and allow vulnerability as you pursue new contacts or try new things. The second tip is to …

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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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Deloitte Hit by Cyber-Attack Revealing Client’s Secret Emails

Deloitte, ranked in 2012 as the best cybersecurity consultancy, has been hacked. It is a problem when any big business gets hacked, but it is particularly problematic in Deloitte’s case, since they have dealings with all the biggest companies in the world (in addition to countless US governmental departments). The hacker reportedly got in through an administrator’s account that required no two-step verification, and the hacker then had unrestricted access. Upward of five million emails …

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Do You Copy the Right People?

Email is like snow. It accumulates and accumulates until you would rather just stay inside and not be bothered with it. In a post for Consulting 101, Lew Sauder discusses some good practices to apply on the subject of copying people on emails. For instance, while it is common to copy a lot of people on an email when you are not sure which person has the information you need, you should slim down who …

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