Expandable Consumption Consulting

Blog

 

David A. Fields shares three ways consultants can expand their market. Bonus information and insights in the comments section.

There’s a rich, hidden vein of project opportunities for your consulting firm—projects that your consulting firm may not have been in the running to receive. With the proper outlook and actions, you can reveal and win them.

Usage of certain consumer products such as toothpaste and toilet paper are fairly constant—you’re unlikely to persuade consumers to use more of them or to use them on more occasions.

However, manufacturers of other types of fast-moving consumer goods, such as tahini, cheese and chocolate chips know that the right marketing and promotion strategies can increase usage and purchases.* Manufacturers call this “expandable consumption.”

Can your consulting firm tap into expandable consumption, or is consulting a fixed-consumption product?

Logical answer: Consulting is fixed consumption.

Consulting isn’t an impulse purchase like chocolate bars, parmesan crisps or Teslas. You can only win a consulting project when a client has a need for your consulting firm, and needs aren’t expandable or discretionary.

 

Key points include:

  • Actively building visibility
  • Focusing on hot buttons
  • Creating  high-touch engagements

 

Read the full article, 3 Tips to Expand Your Consulting Firm’s Market, on davidafields.com.