In all likelihood, your consulting firm is participating in some live, visibility-building activity such as webinars, speeches, and livestreams. Done correctly, this type of marketing is almost guaranteed to bring clients into your firm. Done incorrectly, they’re a waste of time and money. Although the digital version of speaking, such as webinars and livestreams, can … The post 3.5 Tips for Webinars and Events that Win Clients for Your Consulting Firm appeared first on David A. Fields Consulting Group ..read more

If you want your consulting firm to attract and close more engagements than you’re currently winning, you’ll need to make a change – to invest in growth. But where? The answer will probably surprise you. Below is a broad (and admittedly incomplete) range of people and services you could invest in to accelerate your consulting … The post Two Proven Investments to Improve Sales of Your Consulting Services appeared first on David A. Fields Consulting Group ..read more

When you have high hopes for winning a consulting project, and are excited about the engagement, hearing “No thanks” from your prospect can be discouraging, disheartening, and dis-is-a-good-time-for-chocolate-ing. But should it be? Let’s say you’re waiting for the green light on the proposal you submitted to Turner Dounalot, CEO of Psychout Productions. Psychout is the … The post Why Losing Projects Isn’t Bad for Your Consulting Firm appeared first on David A. Fields Consulting Group ..read more

Sometimes clients ask you to add scope to a project, for free, that they previously removed to reduce the project’s budget. Do you and your team know the best way to handle this situation? About a month ago your consulting firm won an engagement with wetlands landscaping giant, Sodden Changes, Inc. (SCI). It wasn’t an … The post Scope Reinsertion – the Back Door to Larger Consulting Projects? appeared first on David A. Fields Consulting Group ..read more

Le Cirque, a beacon of fine dining in the 1980s and 1990s, declared bankruptcy in 2017. You can’t enjoy their Michelin-star sauces anymore, but you can sop up an important lesson about running your consulting firm. You most likely live by the maxim of building on your strengths. Perfecting your consulting firm’s signature dish will … The post Why Your Consulting Firm’s Strengths Could Be Capping Your Growth appeared first on David A. Fields Consulting Group ..read more

You can easily master a valuable technique that will improve your consulting firm’s new business pipeline. However, the article also requires your participation. You’re willing to play along? Great, let’s dive in! The 1:1:1 message is incredibly effective for warming up cool connections and fanning life into almost-dead relationships. (If you’re not familiar with the … The post The Art of Reconnecting… Or, Is It Time to Walk Away? [Consulting Firm Success Practice] appeared first on David A. Fields Consulting Group ..read more

Your consulting firm need clients fast. As in right now. In fact, yesterday would be preferable. Which marketing vehicles will help you most when you’re in a hurry? Winning clients is a bit like securing a loan: if you already have a lot in the bank, it’s easier to get more. But let’s say that … The post How to Win Consulting Clients Fast! appeared first on David A. Fields Consulting Group ..read more

One way or another, you’re destined to leave your consulting firm. Will you maximize the value you receive upon your exit? Many consulting firm leaders treat their exit plan like dessert at a casual restaurant—ideally it caps off your experience well, but you devote scant attention to the subject until just before it matters. Perhaps … The post How to Maximize the Exit Value of Your Consulting Firm (And Why You Should Plan Now) appeared first on David A. Fields Consulting Group ..read more

Prospective clients need to hear certain messages from you in order for you to build a successful consulting firm. Are you sending the right signals? Dulcinea Bious was crushed when she learned the truth. Her parents, not the Tooth Fairy, placed Oreos under her pillow. Sure, that particular wool dropped from her eyes 40 years … The post What Your Consulting Firm Needs to Communicate to Win More Clients appeared first on David A. Fields Consulting Group ..read more

Your consulting firm can generate customer delight, referrals and glowing testimonials by tackling a small, unexpected task for your clients. The Story A simple idea from a true story: A long, long time ago in a city far, far away, when I was an entry-level executive at a large, Midwestern consumer products manufacturer, all employees … The post The Unexpected Activity That Wins Raving Fans for Your Consulting Firm appeared first on David A. Fields Consulting Group ..read more