Elias Mazzawi shares a company post that outlines three strategies to achieve cross-OpCo revenue synergy. There are 3 core approaches to cross-OpCo revenue synergy: cross-sell, client management synergy and proposition synergy. Most organisations pick a hybrid.  Strategy is typically straightforward to define; implementation requires activity across organisational boundaries, and can present cultural and operational challenges. Trust and alignment of targets, objectives and incentives at OpCo and individual levels are key.   Strategy 1 – cross-sell is usually where organisations start; selling…

Sherif El-Henaoui shares an article that is designed to help you redefine how you identify and deal with difficult people.  Often I hear the term difficult about a person that colleagues don’t like or don’t like working with. I kept thinking about that for a while with the conclusion that there is no such thing like a difficult person. Let me explain using two cases. Case 1: Is John [the person for the sake of the example] understanding / acknowledging…

  In this week’s post from David A. Fields, he offers stellar advice and two simple, yet powerful tips to help consultants make a positive impression within the first five minutes of a meeting.  The initial few minutes of every client meeting present your consulting firm with a unique opportunity. Will you let it slip by unnoticed, or create a regular, business-building habit to maximize that time? Let’s say that next Tuesday you’re scheduled to deliver a regular, periodic project…

  David A. Fields offers timely advice on how to reconnect with decision makers after a long period of no contact.  Every decision maker who’s regularly in conversation with your consulting firm is a high-potential source of projects and revenue. But if you’ve been out of touch with a prospect, restarting the relationship can feel awkward. The script below will help. An “A1” in your contact list is a decision-maker who has a strong relationship with someone in your consulting…

  Duygu Cibik shares an article that identifies the key factors that can help you find an efficient and effective customer success manager. What is the right customer success manager (CSM) profile? This is another question that CEOs and other executives raise often. Clearly, desired CSM profile depends on your expectations from CSMs tied to CSM role definition. I’ve summarized my expectations in a previous post titled “What is Customer Success?” and I’ll cover the desired CSM skills and experience…

  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…