Martin Pergler summarizes the assessment of comparative risk levels from two recent press articles and compares them to simple-minded risk assessments to identify the value of the information.  As we gingerly try to “unfreeze” economic and social activity after this first wave of COVID, there’s a lot of prognostication what formerly normal activities are more or less risky. Two recent U.S. press articles thoughtfully assess comparative risk levels, but also fall into several pretty typical risk assessment traps. What…

  Do you find yourself stressed about your consulting firm? David A. Fields provides the advice you need to adopt a healthy approach to business to ensure long-term productivity and prosperity.  These days, maintaining physical distance preserves your health and protects those around you. News Flash: Mental and emotional distance between you and your business bolsters your health, happiness, and the success of your consulting firm. All entrepreneurs tangle themselves in their businesses. As a consulting firm leader, this issue…

  David Fields explains how to maximize the benefits of video conferencing by encouraging clients to give a testimonial. He provides five stellar tips, including questions to ask to ensure you make the most of the moment.  Your consulting firm’s prospects and clients are settling into the video call format. Other than the relationship-building advantages of video, has this newly-accepted communication medium ushered in any valuable opportunities for your consulting firm? You betcha. Video testimonials are where it’s at. Any…

  As more consultants rely on video conferencing to connect with clients, David A. Fields shares timely, tractable, and tongue-in-cheek tips on how to avoid common mistakes that are all too often made.  Are there video call-specific rules of etiquette? Of course. Remember the old days, when people left their houses? Consultants would frequently travel thousands of miles, sardined next to strangers (crazy, right?). Even then, your consulting firm’s best, everyday outreach tool was your telephone. However, in the modern,…

  Jason George explains with delightful simplicity how the formula used by Dr. Seuss to tell a story is a good example to follow for presentations. The distillation of the core idea to ensure comprehensive understanding that opens the door to deeper exploration. Author Theodor Geisel was dealing with some tough constraints. The audience for his next book required an instantly captivating story with a clear narrative arc, but there was a catch: they could only process a limited set…

  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…

  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….

  David A. Fields offers a valuable resource for consulting firms in this series of articles that provide a comprehensive guide to marketing tactics.  Your Challenge: Can you come up with even one tactic that’s not on the list below? (Bonus points if you post two or more tactics.) Have you ever wanted to co-write an article because writing your own stuff is hard and takes time? Woo hoo, here’s your chance! In the next part of this two-article series,…

  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 explains why correct assumptions can quickly become wrong, and how to test the assumptions of your consulting practice to create new opportunities. You throw your best efforts into delivering value for your consulting clients, improving your consulting firm’s marketing, and creating a rewarding consulting environment. Then you find your work was off by a bit. Or more than a bit. Or completely wrong. Pickles-in-peanut-butter wrong. That’s no fun. Alas, I have bad news for you and me: we’re mistaken….

David A. Fields provides an eight-week plan for an effective strategic planning process that will engage and enthuse your team of consultants for the year ahead. If you develop an annual plan for your consulting firm, there’s a decent chance you sit down with your senior team and/or advisors for a day or two to hammer out your objectives, strategies and tactics. (If you don’t engage in any strategic planning for your consulting firm then, as the old saying goes,…