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…

  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…

  If you are looking for ways and means to improve client attraction, spend, and retention, read on. David A. Fields provides practical steps and innovative approaches to improving your firm’s offerings. If your consulting firm’s offerings aren’t generating gleaming stacks of revenue, it’s time to develop a Level 3 Offering. You’re not alone if the projects that sustained your consulting business in the past have recently become difficult to close. Prospective clients are confused about how to please their…

  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…

  In this timely post, David A. Fields provides ten strategies consulting firms can implement to help navigate through difficult times.  You’re swimming in a vast sea of stressful news and, given today’s reality, you’re well within your rights to feel anxious, nervous and uncertain about how your consulting firm should proceed. Clients are shutting down their operations; workshops and meetings are being called off; in fact, the entire economy appears to be headed for an abrupt, if temporary, halt….