In this article, David A. Fields helps you hone your focus and remember why you’re doing what you do.  Who is the one person your consulting firm needs to serve? Long-time readers (and even short time readers) know that consulting Rule #1 is… Consulting isn’t about YOU, it’s about THEM—your prospects and clients. However, while your consulting firm needs to attract and create value for your clients, it doesn’t serve them. The person your consulting firm needs to serve is……

David A. Fields shares an article designed to make your day (and maybe your life) a little better with tips on how to be happier as a consulting firm leader. “You don’t have to run a consulting firm, you know. You could return to a corporate role or enter an entirely different profession like law, accounting or dairy farming. If you’re going to lead a consulting practice, consulting should make you happy. Just sayin’. Most consultants I encounter seem to…

In this blog post, David A. Fields identifies two different approaches to consulting and which one has more clout with clients. Your consulting firm delivers creative solutions and excellent execution; thinking and implementation; fresh strawberries and whipped cream. Which of those should take priority (i.e., your time and resources) in order to win more clients? Let’s say that you, my dear chickadee, want to move from the southwest corner of Main and Broad to the northeast corner. This is an…

David A. Fields shares a few key tips to get the ball rolling for effective marketing of your consulting firm. Effective marketing will increase awareness, engagement and credibility among your consulting firm’s target audience. However, your efforts to build visibility consume considerable time and money while producing questionable results. A couple of proven, consulting firm marketing principles will boost your marketing success. FLYWHEELS Flywheels are difficult to set into motion, and the weightier the wheel, the more effort is required…

David A. Fields provides a useful article developed specifically to win your firm more consulting projects. If you travel any major highway (a.k.a. motorway) you have passed numerous tractor-trailers hauling freight from one destination to another. Tractor-trailers provide a helpful metaphor that you can employ to improve your consulting firm’s business development process. The tractor is where the power resides, and the trailer holds the valuable goods. (Cookies in the cab for you; cookies in the back for others.) Hang…

David A. Fields shares an irresistible post on communication and how to develop the language your consulting firm uses to improve both relationships and results. You can enhance your consulting firm’s performance and results by reexamining the language you use to understand and communicate your clients’ challenges. A cursory internet search surfaces a plethora of fascinating articles describing how language affects perception. Perhaps the most compelling and commonly cited example is attributed to Jules Davidoff. It suggests that Westerners, who…

David A. Fields shares a consulting checklist that identifies how to elevate your practice.  You run a great consulting firm. You can point to glowing testimonials and clients who stick with your consulting firm like fluffernutter pasted to the roof of a six year-old’s mouth. And while you originally found your consulting firm’s tagline on a pizza box (“You’ve tried the rest, now try the best”), you still believe your team delivers better results and value than the average crew…

David A. Fields offers practical scenarios to get a company foot in the door of a new client.  A small project with a new client could pave the way to a long-term, lucrative relationship with your consulting firm. Alternatively, it could waste your time with a low-margin, low fee engagement. Let’s say your consulting firm has forged a connection with Esther Bunnie, CEO of Cad’s Berries, a multi-national player in the chocolate novelties market.  Cad’s Berries is completely missing the…

David A. Fields explains how your consulting firm could benefit from his experiment with outreach. There are people you’ve not talked with in years, and it’s a shame. They’re good people, you enjoyed your relationship with them, plus, reconnecting could help generate business for your consulting firm. But if you’ve been out of touch for so long, is it really possible to renew the relationship? And if so, how, and is more than one bar of To’ak Art Series Blend…

If you need to improve your firm’s sales system, David A. Fields‘ latest post offers ten components that can help you do it. What would the perfect, consulting firm sales system include? Systems are the greatest. They help you master vital tasks and perform them more efficiently and effectively. That’s why there are extensive personal systems and business systems, such as comprehensive methods for project management, turnkey packages for managing HR administration and, most importantly, a system for learning to…

David A. Fields explains why some of the most promising opportunities fail to transpire into contracts, and what you can do to ensure a more positive outcome.  Your hard work on business development and some good luck resulted in big opportunities for your seed optimization consulting firm: potential engagements with Worldwide Walnuts, Paramus Pecan Co, and NoNutz.com all at the same time. But, somehow none of those opportunities blossom into closed projects. Why? You may have a “Step 0” problem….

David A. Fields shares a recent post that is designed to help consulting firms identify and address areas that limit growth.  To achieve the next level of success with your consulting firm, you have to know what inflection point is next on your route (or, where you want to stop and optimize). Let’s briefly walk through the common stages on your consulting firm’s growth journey. Transitions are hard. When you think about a typical, personal life journey it’s easy to…