David Hane has recently published an article on the challenges of post-merger integration programs. M&A is big business. According to Refinitiv, worldwide M&A activity totaled US$3.9 trillion in 2019. Of that, there were 43 deals alone worth over US$10 billion during the year (totaling US$1.2 trillion). Yet for all of this activity, how much value is actually created? Countless studies have documented the success rate for such transactions as ranging between 10% to 30%. With so much at stake,…

  David A. Fields provides expert advice on how to manage customers during a crisis.  What do you do when your well-intended outreach call crashes into a brick wall of negativity? Like many consulting firm leaders, you may have been burning up the phone lines the past week or two, reaching out to your clients and other contacts. Your motives are pure—admirable even. You’re checking in, showing support during a difficult time and offering help. By and large, your efforts…

  David A. Fields offers an encouraging post on how to manage your ego when clients don’t respond to your overtures. With a sigh and subtle shake of your head, you send one more outreach email to Pippi Burntkernels, the co-founder and COO of Plumper Popcorn, Inc. A few months ago, you and Pip had a great conversation about their operations, and you gave some advice on effectively instituting a better butter beater process. You know that if you and…

  Pitching all the reasons why your company, service, or product is better is often received with a lack of response. David A. Fields explains where the miscommunication lies and provides a solution to the problem.    You know a rain barrel full of reasons why your consulting firm is better than other firms that do what you do. Among the reasons, of course, is you. Your experience and ideas and unique perspective. Hence, when Bethany Buttonwerk asked you why…

David A. Fields’ first blog of the year provides a pathway forward for consulting firms in 2020. It’s the first week of the year and one thing you’re probably wondering is what you and your consulting firm should do first. Right now. Your consulting prospects are asking the same question. What should they do now? What should their priority be?  Unfortunately, their list could be topped with challenges that your consulting firm doesn’t solve—penetrating the blacklight market, designing an office…

David A. Fields offers actionable advice on how to respond to a client when consulting work veers off the rails.   When you, your consulting team and your client all stay on task and positive, consulting is a fun, challenging and rewarding profession. When consulting work veers off the rails, though, how should you respond? Lines are confusing Let’s say you want to engage in outreach to your prospects. Rupert, SVP of Everything is next in line. So, you drop…