David A. Fields shares a post that illustrates the value of naming the intellectual property of your consulting business to encourage client buy-in.
In today’s world of smartphones, texting, and in-car wifi, the 1970’s CB radio craze hovers somewhere between quaint and weird. Yet, one aspect of that short-lived fad will help your consulting firm win more clients and, importantly, deliver higher perceived value to your current clients.
In the parlance of CB radio fanatics, your handle was your short, memorable on-air nickname. A CB-er would refer to herself with a moniker like “Big Tuna” or “Boombox” or “Sir Burpsalot”.*
The genius of handles for a consulting firm was revealed to me over 20 years ago. I had developed a sophisticated, market ranking methodology for one of my clients, and the approach delivered excellent results.
However, my algorithm would have been a one-time, geeky solution had my boss in the consulting firm not said, “David, this methodology needs a handle.”
We named my approach the “VQ Model” and our clients contracted well into seven figures worth of VQ consulting projects.
Clients loved the VQ Model and perceived the results as robust and valuable. Simply having a name made the model far more sellable and higher value.
Key points include:
- Where to Apply Handles
- Avoidable Handles Mistakes
- Quick Tips for Developing Handles
Read the full post, Consulting Firm Razzle Dazzle: The Art of Handles, on David.A.Fields.com.