| business development for consulting firms: Never Say Sell Tom McMakin, Jacob Parks, 2020-10-27 Learn the secrets of how recurring revenue is driven at expert firms like BCG, KPMG, EY, and more Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships explains how to scale individual engagements into long-term business relationships. Cowritten by Tom McMakin, the coauthor of How Clients Buy and expert in account development, and colleague Jacob Parks, this book provides insights from key rainmakers at firms like Accenture, IBM, and more into how they drive growth from existing relationships. Never Say Sell is a business development guide for professional service providers like consultants, accountants, and lawyers, whether they are sole proprietors or members of account teams tasked with expanding key accounts. Doing good work with existing clients is not enough to have them come back to you again and again. You must do more. This book explores the techniques and methods that leading professional service providers use to add value, cross sell, and drive recurring revenue from existing engagements. Never Say Sell will help you turn one-and-done clients into some of your most exciting and lucrative relationships. It is a must-have for any professional who benefits from repeat business. |
| business development for consulting firms: How Clients Buy Tom McMakin, Doug Fletcher, 2018-03-13 The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams. |
| business development for consulting firms: Essential Tools for Management Consulting Simon Burtonshaw-Gunn, 2010-03-01 The second book in the Essential Tools For series... on the topic of Management Consulting Based on Simon Burtonshaw-Gunn's successful The Essential Management Toolbox, this book focuses in greater depth on the topic of Management Consulting. This second book looks at how a management consultant needs to think, view and analyse the workings of an existing organisation in order to efficiently and effectively work to improve the issues facing a business. Check out the new series website featuring sample chapters, tool of the month and solve your management problems by talking direct to the author www.essentialtoolsseries.com Second title in a new series that expands on the information in Simon Burtonshaw-Gunn’s The Essential Toolbox This volume includes 30% new material in the form of new tools and techniques for guiding consultants Covers: Development of Management Consultancy; Problem resolution and Decision Making; Top 10 Tools for Consultancy Interventions; Consultancy delivery and Facilitation; Consultancy Governance and Ethics Active author, Simon Burtonshaw-Gunn speaks regularly Easy to use practical tools and techniques guiding the consultant and business person through their organisational conflicts About the Author: Simon Burtonshaw-Gunn is a practising management consultant with over 30 years experience in both the public and private sectors and covering a range of organizations and industries. He holds two Master's degrees and a PhD in various Strategic Management topics. This second book includes a forward by Malik Salameh. |
| business development for consulting firms: Consulting Success Michael Zipursky, 2018-10-16 How can you take your skills and expertise and package and present it to become a successful consultant? There are proven time-tested principles, strategies, tactics and best-practices the most successful consultants use to start, run and grow their consulting business. Consulting Success teaches you what they are. In this book you'll learn: - How to position yourself as a leading expert and authority in your marketplace - Effective marketing and branding materials that get the attention of your ideal clients - Strategies to increase your fees and earn more with every project - The proposal template that has generated millions of dollars in consulting engagements - How to develop a pipeline of business and attract ideal clients - Productivity secrets for consultants including how to get more done in one week than most people do in a month - And much, much more |
| business development for consulting firms: Managing The Professional Service Firm David H. Maister, 2012-12-11 Professional service firms differ from other business enterprises in two distinct ways: first they provide highly customised services thus cannot apply many of the management principles developed for product-based industries. Second, professional services are highly personalised, involving the skills of individuals. Such firms must therefore compete not only for clients but also for talented professionals. Drawing on more than ten years of research and consulting to these unique and creative companies, David Maister explores issues ranging from marketing and business development to multinational strategies, human resources policies to profit improvement, strategic planning to effective leadership. While these issues can be complex, Maister simplifies them by recognising that 'every professional service firm in the world, regardless of size, specific profession, or country of operation, has the same mission statement: outstanding service to clients, satisfying careers for its people and financial success for its owners.' |
| business development for consulting firms: Lean B2B Étienne Garbugli, 2022-03-22 Get from Idea to Product/Market Fit in B2B. The world has changed. Nowadays, there are more companies building B2B products than there’s ever been. Products are entering organizations top-down, middle-out, and bottom-up. Teams and managers control their budgets. Buyers have become savvier and more impatient. The case for the value of new innovations no longer needs to be made. Technology products get hired, and fired faster than ever before. The challenges have moved from building and validating products to gaining adoption in increasingly crowded and fragmented markets. This, requires a new playbook. The second edition of Lean B2B is the result of years of research into B2B entrepreneurship. It builds off the unique Lean B2B Methodology, which has already helped thousands of entrepreneurs and innovators around the world build successful businesses. In this new edition, you’ll learn: - Why companies seek out new products, and why they agree to buy from unproven vendors like startups - How to find early adopters, establish your credibility, and convince business stakeholders to work with you - What type of opportunities can increase the likelihood of building a product that finds adoption in businesses - How to learn from stakeholders, identify a great opportunity, and create a compelling value proposition - How to get initial validation, create a minimum viable product, and iterate until you're able to find product/market fit This second edition of Lean B2B will show you how to build the products that businesses need, want, buy, and adopt. |
| business development for consulting firms: The Irresistible Consultant's Guide to Winning Clients David A. Fields, 2017-03-21 This deeply insightful guide to understanding what clients really want is “an indispensable resource for consultants” (Keith Ferrazzi, #1 New York Times-bestselling author of Never Eat Alone). Independent consulting is a potentially lucrative enterprise—but the reality seldom matches the dream. Most solo consultants and boutique consulting firms are perpetually within six months of bankruptcy due to the sputtering unreliability of their new business engines. The problem, according to international consulting expert David A. Fields, is twofold: 1) lack of a consistent, proven plan, and 2) fundamental misunderstanding about what clients want in a consultant. Fields, who has helped hundreds of consultants and boutique firms worldwide build profitable, sustainable practices, replaces the typical consultant’s mindset of emphasizing expertise and differentiated processes with a focus on building relationships, engendering trust, and solving clients’ existing problems. In The Irresistible Consultant’s Guide to Winning Clients, Fields synthesizes his decades of experience into a step-by-step approach to winning more projects from more clients at higher fees. From nuts-and-bolts business advice and tactics to a deeply insightful breakdown of the human side of a very human profession, Fields, named one of Advertising Age magazine’s “Marketing Top 100,” delivers a comprehensive guidebook that is at once highly approachable and satisfyingly detailed. “If I could have just one book on client strategy, this book would be it.” —Marshall Goldsmith, #1 New York Times–bestselling author of Triggers |
| business development for consulting firms: Best Practices in Law Firm Business Development and Marketing Deborah Brightman Farone, 2019 Best Practices in Law Firm Business Development and Marketing is a unique resource for law firm leaders, practicing attorneys, legal marketers, consultants, and educators who want to uncover the best marketing practices in the legal profession. Find out how the most successful law firm leaders are creating and developing firm cultures to encourage business development, and how smaller firms and single practitioners are executing on marketing plans to make an impact.This book uncovers the best practices in the wide arena of legal marketing and covers topics including: the most successful ways to create long-term relationships with clientshow personalities, leadership, and collaboration contribute to a firm's culture and brandwhat characteristics management should look for when hiring a CMOhow compensation, firm culture, training, and coaching can support and incentivize business developmentsteps to take to build an individual reputation and brand, including the use of press, speaking engagements, and social mediathe essential approach to support women lawyers with business development -- including ideas on networking, mentorship versus sponsorship, and authenticity in marketing how new technologies are being applied to deliver better service, attract clients, and generate businessthe important role of legal operations, the procurement professional, and legal process outsourcingpractical methods for evaluating AI solutions to business needs such as billing, e-discovery, and technology-assisted reviewCulled from scores of interviews with law firm leaders, chief marketing officers, and legal innovation visionaries, Best Practices provides actionable advice and real-world thinking. Each chapter is filled with information that can be scaled to apply to a single-person law practice as well as a large international law firm. In addition, the book features special Think Pieces from some of the nation's leading experts in legal marketing. |
| business development for consulting firms: Professional Services Marketing Mike Schultz, John E. Doerr, Lee Frederiksen, 2013-06-04 A proven approach to revenue-generating marketing and client development Professional Services Marketing is a fully field-tested and research-based approach to marketing and client development for professional services firms. The book, now in its Second Edition, covers five key areas that are critical for firms that want to grow and become more profitable: creating a marketing and growth strategy; establishing a brand and reputation; implementing a marketing communications program; executing lead generation strategies; and developing business by winning new clients. You will also read real-world case studies that illustrate major points, as well as quotes and stories from well-respected professionals in the industry. The Second Edition features new research and updates throughout, including new chapters on social media and online marketing, as well as new case studies and interviews Authors Mike Schultz and John E. Doerr are the coauthors of the Wall Street Journal and Inc. Magazine bestseller Rainmaking Conversations and Professional Services Marketing; Lee W. Frederiksen is coauthor of Online Marketing for Professional Services Will be widely promoted via multiple online routes and direct mail marketing Firms of any size can use this proven approach to marketing and client development to attract new clients and grow their professional service businesses. |
| business development for consulting firms: How Clients Buy Tom McMakin, Doug Fletcher, 2018-02-14 The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams. |
| business development for consulting firms: Ten Years to Midnight Blair H. Sheppard, 2020-08-04 “Shows how humans have brought us to the brink and how humanity can find solutions. I urge people to read with humility and the daring to act.” —Harpal Singh, former Chair, Save the Children, India, and former Vice Chair, Save the Children International In conversations with people all over the world, from government officials and business leaders to taxi drivers and schoolteachers, Blair Sheppard, global leader for strategy and leadership at PwC, discovered they all had surprisingly similar concerns. In this prescient and pragmatic book, he and his team sum up these concerns in what they call the ADAPT framework: Asymmetry of wealth; Disruption wrought by the unexpected and often problematic consequences of technology; Age disparities--stresses caused by very young or very old populations in developed and emerging countries; Polarization as a symptom of the breakdown in global and national consensus; and loss of Trust in the institutions that underpin and stabilize society. These concerns are in turn precipitating four crises: a crisis of prosperity, a crisis of technology, a crisis of institutional legitimacy, and a crisis of leadership. Sheppard and his team analyze the complex roots of these crises--but they also offer solutions, albeit often seemingly counterintuitive ones. For example, in an era of globalization, we need to place a much greater emphasis on developing self-sustaining local economies. And as technology permeates our lives, we need computer scientists and engineers conversant with sociology and psychology and poets who can code. The authors argue persuasively that we have only a decade to make headway on these problems. But if we tackle them now, thoughtfully, imaginatively, creatively, and energetically, in ten years we could be looking at a dawn instead of darkness. |
| business development for consulting firms: Valuable Content Marketing Sonja Jefferson, Sharon Tanton, 2015-07-03 WINNER: Small Business Book Awards 2016 - Community Choice - Social Media Category WINNER: Small Business Book Awards 2014 - Community Choice - Marketing Category (1st edition) Make sense of content marketing in the digital world with this award-winning, practical guide to using content to grow your business and raise your brand. From websites, white papers and blogs to tweets, newsletters and video, content is king in the digital world, now more than ever before. Get it right and you have a huge opportunity to connect with clients and customers in ways they appreciate and trust - they will be knocking at your door wanting to do business with you. Valuable Content Marketing shows you how to create and share the type of information that clients, customers and search engines really want - on your website, using social media and through more traditional methods. Including new ideas and examples, step-by-step action lists, quick tips and goal-driven chapter summaries, this fully revised second edition will show you how to get better results from your marketing efforts with valuable content that really works. Whether you are starting a business or aiming to grow, this book makes understanding the key concepts easier than ever, providing inspiration from small companies like software development from Desynit to household names like HSBC. |
| business development for consulting firms: It's Time to Sell Chris Spurvey, 2015-01-12 We all have a vision for our lives: for our career, our families, our health, and our happiness. Wouldn't it be great if we could articulate that vision and discover the right mind-set to enable that vision to come to life? It's Time to Sell helps people in the sales profession, future salespeople, and entrepreneurs to achieve exactly that. It's Time to Sell is a narrative based on Chris's experiences as both student and mentor in the world of sales. He chose to present his vision in this narrative form to best inspire, educate, and motivate others. Some people will want to know exactly which character Chris most resembles. The truth is that Chris is all of them--and so are you. Who you identify with may change upon subsequent readings or based on your current situation. Chris's hope is that you will benefit from all of the content and remember your own history that has gotten you to this point even as you are inspired to take your journey ever further. Chris Spurvey is an entrepreneur and sales expert. After consciously choosing the sales profession as a means to create a better life for his family, he realized that negative images of sales were holding him back. By shifting his mind-set, Chris was able to transform his inner game and use his innate values and talents to become a top sales professional. Chris inspires entrepreneurs and sales professionals to deal with the paradigms that hold them back. Now let him inspire you |
| business development for consulting firms: Do It! Marketing David Newman, 2013-06-17 Discover the principles, practices, and insider secrets of paid professional speaking success in 77 instant-access “microchapters” that will help you market your smarts, monetize your message, and dramatically expand your reach and revenue. For thought-leading CEOs, executives, consultants, and entrepreneurs, the true test of your personal brand comes down to one simple question: When you speak, do people listen? In Do It! Speaking, nationally-acclaimed marketing expert and host of the The Speaking Show Podcast David Newman teaches you how to build a thriving speaking career. Regardless of the speaking venue: in-person events, virtual appearances, conference stages, and any other place where you are being paid to share your expertise with an audience, the powerful articulation of your value, relevance, and impact is what makes experts stand out. But where do you start when you’re trying to build your speaking platform? This book is the definitive guide on how to: Develop your speaking-driven revenue streams. Quickly commercialize your knowledge in today’s economy. Bolster your visibility, credibility, and bank account. Become a better messenger of your company’s message and dominate your marketplace. Do It! Speaking shows you the inside track on marketing, positioning, packaging, prospecting, outreach, sales, and how to get more and better speaking gigs on behalf of your company, your brand, and yourself. |
| business development for consulting firms: Odyssey --The Business of Consulting Imelda K. Butler, Shayne Tracy, 2015-05-14 This book provides consultants with a career framework to build, grow, and transform their consulting businesses by becoming brilliant at the basics. The Odyssey process challenges current thinking and offers a methodology to help readers rise to the top of the profession by applying leading-edge techniques and methodologies.An ideal companion to t |
| business development for consulting firms: Million Dollar Consulting Alan Weiss, 2009-09-17 The Long-Awaited Update for Buildinga Thriving Consultancy Completely updated for today’s busier-than-ever consultants, this classic guide covers the ins andouts for competing and winning in this ultracompetitive field. You’ll find step-by-step advice on howto raise capital, attract clients, create a marketing plan, and grow your business into a $1 million-per-yearfirm, plus brand-new material on: Blogging and social networking Global consulting Delegating labor Profiting in a troubled market Retainer business Internet marketing Praise for the previous editions of Million Dollar Consulting: “If you’re interested in becoming a rich consultant, this book is a must read.” Robert F. Mager, founder and president, Mager Associates, and member of the Training & Development Hall of Fame “Blast out of the per diem trap and into value billing.” Jim Kennedy, founder, publisher, and editor, Consultants News “The advice on developing price structure alone is worth a hundred times the price of the book.” William C. Byham, Ph.D., author of Zapp! “Must reading for those who are beginning a practice orseeking to upgrade an existing practice.” Victor H. Vroom, John G. Searle Professor, School of Management, Yale University |
| business development for consulting firms: 25 Top Consulting Firms WetFeet (Firm), WetFeet, 2008 |
| business development for consulting firms: The Founder's Mentality Chris Zook, James Allen, 2016-05-17 A Washington Post Bestseller Three Principles for Managing—and Avoiding—the Problems of Growth Why is profitable growth so hard to achieve and sustain? Most executives manage their companies as if the solution to that problem lies in the external environment: find an attractive market, formulate the right strategy, win new customers. But when Bain & Company’s Chris Zook and James Allen, authors of the bestselling Profit from the Core, researched this question, they found that when companies fail to achieve their growth targets, 90 percent of the time the root causes are internal, not external—increasing distance from the front lines, loss of accountability, proliferating processes and bureaucracy, to name only a few. What’s more, companies experience a set of predictable internal crises, at predictable stages, as they grow. Even for healthy companies, these crises, if not managed properly, stifle the ability to grow further—and can actively lead to decline. The key insight from Zook and Allen’s research is that managing these choke points requires a “founder’s mentality”—behaviors typically embodied by a bold, ambitious founder—to restore speed, focus, and connection to customers: • An insurgent’s clear mission and purpose • An unambiguous owner mindset • A relentless obsession with the front line Based on the authors’ decade-long study of companies in more than forty countries, The Founder’s Mentality demonstrates the strong relationship between these three traits in companies of all kinds—not just start-ups—and their ability to sustain performance. Through rich analysis and inspiring examples, this book shows how any leader—not only a founder—can instill and leverage a founder’s mentality throughout their organization and find lasting, profitable growth. |
| business development for consulting firms: Leave Your Mark Aliza Licht, 2015-05-05 Leave Your Mark isn't an advice book -- it's a mentorship in 288 pages. Aliza Licht-global fashion communications executive, AKA fashion's favorite 'PR girl' and former Twitter phenomenon-is here to tell her story, complete with The Devil Wears Prada-like moments and insider secrets. Drawing invaluable lessons from her experience, Licht shares advice, inspiration, and a healthy dose of real talk in Leave Your Mark. She delivers personal and professional guidance for people just starting their careers and for people who are well on their way. With a particular emphasis on communicating and building your personal brand, something she knows a thing or two about, Aliza is your sassy, knowledgeable guide to the contemporary working world, where personal and professional lines are blurred and the most important thing you can have is a strong sense of self. |
| business development for consulting firms: The Consulting Apprenticeship Steve Shu, 2015-07-16 The Consulting Apprenticeship is written for business professionals and consultants with a focus on nuances passed on during apprenticeship regarding consulting delivery. Business professionals can benefit with a jump-start approach to applying consulting principles to their business. Designed for the busy professional, The Consulting Apprenticeship is a book of forty, quick-read ideas. These forty, short chapters are divided into four sections: Consulting Mindset - This section covers consulting ways of thinking and can be adopted by both company personnel and consultants. Consulting Techniques - This section covers specific tactics and toolkit methods when using consultative approaches in the trenches as either a company- or consulting firm-practitioner. Consulting Mastery - This section covers advanced perspectives on consulting and may be more useful to either company personnel evaluating consultants or mid- to senior-level consultants. Consulting Special Situations - Whereas the prior sections are applicable to a wide variety of situations, this section covers more infrequent, specific business situations involving consultative approaches in the trenches as either a company- or consulting firm-practitioner. Each chapter of the book concludes with an optional, takeaway exercise. The exercises vary widely in terms of level of involvement. For example, in some cases you can refer to online material. In other cases, you can engage in deeper thinking or apply the concepts over an extended period of time. However you choose to use this book, consulting mastery is a lifelong pursuit. I hope this book helps you with your journey. Stephen Shu Praise for The Consulting Apprenticeship When one of the companies I worked for needed help taking its consulting organization to the next level, I hired Steve Shu. His ability to drive our management team - all with different opinions on what we should or should not do - to a 'so-what' conclusion and pragmatic next steps gave us the jump start we needed. He is one of the best and deeply understands how consulting organizations should work. His book provides great techniques as well as tools you can use immediately. - Prakash Panjwani, CEO at WatchGuard Technologies, former President and CEO of SafeNet Steve Shu has put together a comprehensive guide to the all-important nuts and bolts of being a great consultant. The information in Chapter 21, 'Eight Secret Weapons of the Modern Consultant, ' is worth the price of the book. If you're serious about being a more effective consultant, read this book. - Michael McLaughlin, Author of Winning the Professional Services Sale and Principal Consultant at MindShare Consulting LLC; former Partner at Deloitte Steve Shu has written a hands-on, highly practical guide for new management consultants and internal corporate business strategists alike. So many projects fail because they do not practice the basic consulting project management hygiene Steve describes in chapter 11. If you are new to the trade and want to greatly increase your chance of delivering successful consulting projects, read this book. - Robert Reppa, Vice President Strategy at Johnson Controls and former Partner at Booz & Company Steve Shu has written a Rosetta Stone for both new and experienced consultants. Filled with forty power-packed ideas and practical chapter takeaways, Consulting Apprenticeship is structured for busy executives to easily digest each concept. A must read for those who seek to go beyond the shallow bromides of the consulting profession, and hone their skills with deeper, more meaningful approaches. - Adrian C. Ott, Award-winning author of The 24-Hour Customer, and CEO, Exponential Edge Inc, called One of Silicon Valley's most respected strategists by Consulting Magazine |
| business development for consulting firms: The Visible Expert Lee W. Frederiksen, Elizabeth Harr, Sylvia S. Montgomery, 2014-09-02 What does it take to become a well-known expert in your field - someone other practitioners and the media seek out for leadership and insight? We call these stars Visible Experts . And becoming one is easier than it looks. In this research-based book, you will learn how you or your colleagues can become Visible Experts and leverage this status to drive significant new growth and profits for your firm. You will discover which tools and techniques you need to build your reputation and ascend to prominence. And you will hear from real experts from across the professional services who have climbed from obscurity to the peak of their profession. The Visible Expert is the essential manual for any individual or firm that is ready to take their expertise to the highest level. Based on interviews with over 1,000 experts and buyers of their services, this book will take you higher, faster. |
| business development for consulting firms: Be the Brand Jules Marcoux, 2016-09-21 If you want to learn how you can leverage and grow your personal brand, pick up this book. This book is a collection of short lessons - because I've learned that simplicity is key and - on ways to build the foundations of your personal brand, methods to growing your tribe, tips on monetizing your personal brand, and how to reinvent yourself constantly to be more in tune with your mission and your vision. The more you market yourself and treat yourself like a brand, the more successful you will be. Personal branding means building your reputation, growing your following, and constructing your name. Be the brand. |
| business development for consulting firms: Marketing Performance Thomas Bauer, Tjark Freundt, Jonathan Gordon, Jesko Perrey, Dennis Spillecke, 2016-05-26 Drive marketing ROI with an investor's mindset and a proven toolkit Top marketers today don't shy away from financial accountability. In fact, they actively seek to account for the return on their companies' investments in marketing – because they want their budget to make a difference for their brands and for their business: more relevant messages, more effective campaigns, more satisfied customers, more profitable promotions, higher returns to shareholders. If this is how you think about marketing, this book is for you. It is a book for CMOs who adopt an investor's mindset, and it deals with the most pressing marketing performance questions. This isn't a work of theory. This is a hands-on guide to better marketing for top managers, neatly packaged into ten concise chapters that are just right for a short-haul flight. Learn how to: Increase sales with smarter fund allocation Reduce marketing costs without sacrificing effectiveness Strengthen the role of marketing with quantified ROI Build capabilities for sustainable performance improvements Marketing Performance delivers expert insight, a wealth of proven success factors, and real-life case studies that will help you drive marketing performance and grow your business. |
| business development for consulting firms: Construction Business Development Christopher Preece, Paul Smith, Krisen Moodley, 2007-03-30 Construction Business Development is the first book to provide an insight into business development strategies, tools and techniques in construction. This edited text combines academic research with the broad industrial experience of construction business development professionals and marketing consultants. It uses illustrations and case studies in addressing current and future challenges and opportunities in a highly competitive business environment. This practical book will help construction managers learn how to turn clients into loyal customers. |
| business development for consulting firms: The Imagination Machine Martin Reeves, Jack Fuller, 2021-06-08 A guide for mining the imagination to find powerful new ways to succeed. We need imagination now more than ever—to find new opportunities, rethink our businesses, and discover paths to growth. Yet too many companies have lost their ability to imagine. What is this mysterious capacity? How does imagination work? And how can organizations keep it alive and harness it in a systematic way? The Imagination Machine answers these questions and more. Drawing on the experience and insights of CEOs across several industries, as well as lessons from neuroscience, computer science, psychology, and philosophy, Martin Reeves of Boston Consulting Group's Henderson Institute and Jack Fuller, an expert in neuroscience, provide a fascinating look into the mechanics of imagination and lay out a process for creating ideas and bringing them to life: The Seduction: How to open yourself up to surprises The Idea: How to generate new ideas The Collision: How to rethink your idea based on real-world feedback The Epidemic: How to spread an evolving idea to others The New Ordinary: How to turn your novel idea into an accepted reality The Encore: How to repeat the process—again and again. Imagination is one of the least understood but most crucial ingredients of success. It's what makes the difference between an incremental change and the kinds of pivots and paradigm shifts that are essential to transformation—especially during a crisis. The Imagination Machine is the guide you need to demystify and operationalize this powerful human capacity, to inject new life into your company, and to head into unknown territory with the right tools at your disposal. |
| business development for consulting firms: The Operations Strategy Journal Kris Safarova, 2021-02-25 You need to develop an operations strategy to (1) increase throughput, (2) lower/avoid/defer costs and/or capital, (3) lower the time to market, (4) support the corporate strategy and/or (5) increase productivity. What if you had one tool that you could carry into meetings and write inside, that guided you step-by-step to build the business case for your operations strategy, generate the size-of-the-prize, guide your team, design the tests for the hypotheses, conduct focus interviews, analyze how good your company wants to be (value-gap analyses), analyze how good they should be (external benchmarking), analyze how good they can be (internal benchmarking), calculate what they should aspire to (top-down business case), calculate the bottom-up benefits case, lay the foundation for a pilot implementation, track your daily and weekly tasks, plan each major meeting, plan the message for your team and manager, manage the project and guide you through critical update meetings? Now you do. The Operations Strategy Journal is the companion guide to our popular books Succeeding as a Management Consultant, The Strategy Engagement, and The Strategy Journal, an Amazon bestseller. This journal helps readers walk into any situation in any organization anywhere in the world and understand how to develop an operations strategy via to-do list prompts, self-assessments and strategy calendars. All based on the combined best-practices of the author and the ex-McKinsey, BCG, et al. partners who produce all the strategy training programs on StrategyTraining.com. On StrategyTraining.com/FIRMSconsulting.com, you have seen us over the last 10 years help numerous clients solve complex business problems: postal turnaround, merge tech giants, help a bank enter the US Market, etc. Among other tools, this journal contains a 120-page visual guide to an operations strategy to guide the reader. The Operations Strategy Journal was used by many of our very successful clients and summarizes the approach we used to help them increase their productivity, transform their careers, set daunting career goals, outperform peers and measure the value they create. Through daily and weekly prompts, to-do list guides, client reminders, end-of-day scorecards, templates, completed examples, checklists and reminders, the journal takes the best practices from ex-McKinsey, BCG, et al., partners and our most successful clients to help you solve mankind's most pressing problems. The journal helps you learn the routine to solve operations and business problems like a partner. As you follow the guide, you will learn the habits of the highest-performing operations strategy thinkers. The journal teaches you how to be a balanced and successful professional with a strong ethical compass. The heart of this journal revolves around the visual examples and pages to plan your study: from clarifying the problem statement all the way to developing the presentation and quantifying the benefits case in $. The journal is divided into 4 parts: Operations Strategy Visual Example, Overview, Guided Example, and Your Study. The journal summarizes the most important things you need to do and eliminates all the noise from the process. |
| business development for consulting firms: The New Consultant's Quick Start Guide Elaine Biech, 2019-04-16 An action plan for working as a consultant Management consulting is a $250 billion industry and growing at a rate of over four percent annually. Many predict that more than 40 percent of the U.S. workforce will soon be contingent, freelance, or consulting members of the workforce—making this book more relevant than ever. Individuals become independent consultants out of necessity or preference: necessity because they lost their job or the company offered an attractive exit package; preference because they want a career change, more control over their time, or an enriched, varied work situation. Consulting also appeals to the Millennial workforce who are searching for careers that offer a good salary as well as meaningful work. The New Consultant’s Quick Start Guide: • Serves as a companion to The New Business of Consulting • Provides you with a place to plan your transition into consulting • Helps you identify your niche, develop a business plan, charge what you’re worth, and create a marketing strategy to ensure a steady stream of clients • Prepares you for changes you will encounter beyond your professional life, including social, family, and financial aspects The New Consultant’s Quick Start Guide helps you work through the challenges of consulting such as working alone, deciding on necessary insurance coverage, finding your first clients, struggling with cash flow, and understanding market trends. |
| business development for consulting firms: The Pyramid Principle Barbara Minto, 2021 This book reveals that the mind automatically sorts information into distinctive pyramidal groupings. However, if any group of ideas are arranged into a pyramid structure in the first place, not only will it save valuable time and effort to write, it will take even less effort to read and comprehend it |
| business development for consulting firms: Management Consulting International Labour Office, 2002 New topics covered in this edition include: e-business consulting; consulting in knowledge management; total quality management; corporate governance; social role and responsibility of business; company transformation and renewal; and public administration. |
| business development for consulting firms: McKinsey's Marvin Bower Elizabeth Haas Edersheim, 2010-12-13 I had the privilege of working closely with Marvin and McKinsey for many years. This book makes Marvin come to life and perpetuates him as a role model. -Peter F. Drucker A wonderful book about a wonderful man. In many ways, Marvin's McKinsey framed the hypotheses in our own search for excellence-for example, passion for values, belief in people as the prime resource, and willingness to let people experiment. As well as I thought I knew Marvin, however, this remarkable book, drawing on the collective memories of those who worked most closely with him, taught me a ton about how extraordinary the man really was and what made him that way. Many have called Drucker the man who invented management; I think history will conclude that both he and Marvin Bower share that pedestal. -Bob Waterman, coauthor of In Search of Excellence Marvin Bower became a legend, not just within McKinsey & Company, but within professional services and the business world more broadly. In everything he did and said, he embodied the professional approach and the importance of values. This book sheds remarkable insight on a remarkable man and on the power of constancy of purpose. -Ian Davis, Worldwide Managing Director, McKinsey & Co. It is as Marvin would have wanted it-simple, honest, fact-based, wonderful stories with a long-term perspective. An insightful read about the father of management consulting. -Lois Juliber, retired COO, Colgate-Palmolive This book provides fascinating insight into the early days of modern management consulting. It is an extremely enlightening look at the origin of one of America's most important professions and one of America's most innovative leaders. -Thomas H. Lee, founder, Chairman, and President, Thomas H. Lee Partners L.P. |
| business development for consulting firms: Inside Nudging Steve Shu, 2016-07-14 Inside Nudging is written for management professionals and scientists to feed their thinking and discussions about implementing behavioral science initiatives (which includes behavioral economics and finance) in business settings. Situations include the incubation of innovation centers, behavioral science overlay capabilities, and advancement of existing organizations. Companies need to develop grit - the ability and fortitude to succeed. The book introduces the Behavioral GRITTM framework and covers key takeaways in leading an organization that implements behavioral science. Behavioral GRITTM stands for the business functions related to Goals, Research, Innovation, and Testing. The chapters are complemented by an appendix which covers ideas to introduce behavioral science initiatives. I argue that first a company needs to identify its goals and identify what type of predominant organization model it wants to pursue. There are five predominant organizational models I've seen. I also offer that a company should consider a number of implementation elements that may play a role during execution. Example elements include an advisory board and a behavioral science officer. Note that the purpose of this book is not to teach people about behavioral science; there are many other books out there for those purposes. That said, Inside Nudging introduces some behavioral science concepts to provide context and help develop a common language between management professionals and scientists. I see the application of behavioral science as still being in the early adoption phase. Many companies will benefit if they take time to develop the right approach. I hope Inside Nudging helps you with your journey. Stephen Shu Praise for Inside Nudging - More at www.InsideNudging.com Steve Shu's thoughtful and very readable book Inside Nudging provides a unique opportunity to understand how the research from behavioral science can be best exploited by business. While many popular books on behavioral science make a strong case for the value of the research, none have addressed how to exploit it in such a helpful and practical manner. A rarely mentioned secret brought into full view here is the fact that using behavioral science effectively is not so straightforward. Written specifically for business people and consultants Steve Shu shares his wide experience of consulting to explain the challenges and pitfalls of translating the ideas and findings of academic research into actionable solutions for real business problems. This book shows you how by giving examples of how real consultancy projects were shaped to deliver valuable results for working businesses. Inside Nudging acts as an intelligent interface between the ideas of the nerds in academia and the needs of real business people and offers tremendous potential for any business that needs to understand how people respond to their actions. - Peter Ayton, Professor, Associate Dean of Research and Deputy Dean, Social Sciences, City University London Steve Shu has written an excellent book for companies looking to get started with behavioral economics. Through his use of case studies and actionable takeaways, he does a great job showing how decades of research can be combined with other business elements to accomplish amazing results. Inside Nudging is like an executive guidebook for practitioners. - Dilip Soman, Professor and Corus Chair in Communications Strategy, Co-Director, Behavioural Economics in Action at Rotman (BEAR), Rotman School of Management, University of Toronto; Author of The Last Mile This may be a CEO or manager's first glimpse into how they can utilize behavioral science initiatives within their own company or life. - Jenna Gould, San Francisco Book Review |
| business development for consulting firms: Lords of Strategy Walter Kiechel, 2010-03-03 Imagine, if you can, the world of business - without corporate strategy. Remarkably, fifty years ago that's the way it was. Businesses made plans, certainly, but without understanding the underlying dynamics of competition, costs, and customers. It was like trying to design a large-scale engineering project without knowing the laws of physics. But in the 1960s, four mavericks and their posses instigated a profound shift in thinking that turbocharged business as never before, with implications far beyond what even they imagined. In The Lords of Strategy, renowned business journalist and editor Walter Kiechel tells, for the first time, the story of the four men who invented corporate strategy as we know it and set in motion the modern, multibillion-dollar consulting industry: Bruce Henderson, founder of Boston Consulting Group Bill Bain, creator of Bain & Company Fred Gluck, longtime Managing Director of McKinsey & Company Michael Porter, Harvard Business School professor Providing a window into how to think about strategy today, Kiechel tells their story with novelistic flair. At times inspiring, at times nearly terrifying, this book is a revealing account of how these iconoclasts and the organizations they led revolutionized the way we think about business, changed the very soul of the corporation, and transformed the way we work. |
| business development for consulting firms: The McKinsey Way Ethan M. Rasiel, 1999-02-22 If more business books were as useful, concise, and just plain fun to read as THE MCKINSEY WAY, the business world would be a better place. --Julie Bick, best-selling author of ALL I REALLY NEED TO KNOW IN BUSINESS I LEARNED AT MICROSOFT. Enlivened by witty anecdotes, THE MCKINSEY WAY contains valuable lessons on widely diverse topics such as marketing, interviewing, team-building, and brainstorming. --Paul H. Zipkin, Vice-Dean, The Fuqua School of Business It's been called a breeding ground for gurus. McKinsey & Company is the gold-standard consulting firm whose alumni include titans such as In Search of Excellence author Tom Peters, Harvey Golub of American Express, and Japan's Kenichi Ohmae. When Fortune 100 corporations are stymied, it's the McKinsey-ites whom they call for help. In THE MCKINSEY WAY, former McKinsey associate Ethan Rasiel lifts the veil to show you how the secretive McKinsey works its magic, and helps you emulate the firm's well-honed practices in problem solving, communication, and management. He shows you how McKinsey-ites think about business problems and how they work at solving them, explaining the way McKinsey approaches every aspect of a task: How McKinsey recruits and molds its elite consultants; How to sell without selling; How to use facts, not fear them; Techniques to jump-start research and make brainstorming more productive; How to build and keep a team at the top its game; Powerful presentation methods, including the famous waterfall chart, rarely seen outside McKinsey; How to get ultimate buy-in to your findings; Survival tips for working in high-pressure organizations. Both a behind-the-scenes look at one of the most admired and secretive companies in the business world and a toolkit of problem-solving techniques without peer, THE MCKINSEY WAY is fascinating reading that empowers every business decision maker to become a better strategic player in any organization. |
| business development for consulting firms: The Boston Consulting Group on Strategy Carl W. Stern, Michael S. Deimler, 2012-06-14 A collection of the best thinking from one of the most innovative management consulting firms in the world For more than forty years, The Boston Consulting Group has been shaping strategic thinking in business. The Boston Consulting Group on Strategy offers a broad and up-to-date selection of the firm's best ideas on strategy with fresh ideas, insights, and practical lessons for managers, executives, and entrepreneurs in every industry. Here's a sampling of the provocative thinking you'll find inside: You have to be the scientist of your own life and be astonished four times:at what is, what always has been, what once was, and what could be. The majority of products in most companies are cash traps . . . .[They] are not only worthless, but a perpetual drain on corporate resources. Use more debt than your competition or get out of the business. When information flows freely, reputation, more than reciprocity,becomes the basis for trust. As a strategic weapon, time is the equivalent of money, productivity,quality, even innovation. When brands become business systems, brand management becomes far too important to leave to the marketing department. The winning organization of the future will look more like a collection ofjazz ensembles than a symphony orchestra. Most of our organizations today derive from a model whose original purpose was to control creativity. Rather than being an obstacle, uncertainty is the very engine of transformation in a business, a continuous source of new opportunities. IP assets lack clear property lines. Every bit of intellectual property you can own comes with connections to other valuable innovations. |
| business development for consulting firms: S. 918, the Small Business Development Center Act of 1979 United States. Congress. Senate. Select Committee on Small Business. Subcommittee on Economic Development, Marketing, and the Family Farmer, 1979 |
| business development for consulting firms: Practical Management Consultancy Calvert Markham, Institute of Chartered Accountants in England and Wales, Chartered Institute of Management Accountants, 2003-10-01 |
| business development for consulting firms: Successful Business Analysis Consulting Karl Wiegers, 2019 This volume in the Business Analysis Professional Development Series by renowned expert and best-selling author, Karl Wiegers, and a group of noteworthy contributors, provides experienced, advanced-level business analysis and project management practitioners with proven strategies and tips for making the successful transition from highly respected internal expert to a fulfilling and financially rewarding career in consulting. Key Features: Addresses how to effectively lay the foundation and structure of your consulting business; how to deal with or avoid the many pitfalls of working outside the corporate world and working remotely from home; and how to balance life, family, and work Presents a list of next steps at the end of each chapter with actions you can take immediately to begin applying the guidance and tips provided Furnishes valuable strategies and tips for such essentials as setting rates for your services, invoicing, purchasing appropriate insurance, establishing important business rules or policies, managing your finances and taxes, and other administrative aspects of your consultancy Articulates how to market your services, land both new and repeat business, negotiate deals, and craft written agreements with clients Describes how to establish multiple revenue streams, ways to leverage your work to develop sources of passive income, and some important issues of copyright, fair use, and managing and protecting your valuable intellectual property Provides sample checklists to help you keep all the activities you will be juggling as a consultant under control Identifies effective techniques for engaging clients in various situations, as well as warning signs about clients who can cause you headaches and how to deal with them Supplies solutions to a wide variety of problems and challenges of the consulting world, contributed by a group of noteworthy independent consultants with diverse experiences Discusses other common consultant activities that can generate a steady flow of revenue such as training, presenting at conferences, and other public speaking, and provides guidance and tips for delivering effective presentations with confidence Offers strategies and tips pertaining to partnering with other consultants on larger projects and how to make such arrangements work Examines the value of participating in professional associations and pursuing relevant professional certifications as a way to market your services and attract new clients and opportunities Explores the benefits of writing white papers and articles for magazines, journals, websites, and blogs as a means to simultaneously share your knowledge with the world and market your expertise to prospective clients Elaborates on the process and value of writing a book in the area in which you consult, how to get it published and distributed by a reputable publishing company that can reach your market, how to co-author a book effectively, and how a good selling book can be a powerful tool for getting clients and building your business WAV offers downloadable templates for consulting, writing, speaking, and licensing agreements, and checklists and forms to help you plan and manage your consulting business--available from the Web Added Value(TM) Download Resource Center at www.jrosspub.com |
| business development for consulting firms: Business Consulting in a Multicultural America Thaddeus Spratlen, Leslie Lum, Detra Y. Montoya, Michael Verchot, 2015 Business Consulting in a Multicultural America, a revised and expanded edition of the popular Multicultural Marketing and Business Consulting, provides a comprehensive, multidisciplinary, and multicultural approach to business strategy and consulting. It emphasizes a diverse customer focus to strategic thinking and problem solving. Readers are presented with the concepts, tools, and techniques that reflect global best practices for fledgling businesses. The book helps students, business owners, and managers identify and formulate solutions that improve business performance and achieve social responsibility goals in an increasingly multicultural marketplace. |
| business development for consulting firms: Consulting for Organizational Change Fritz Steele, 1975 Monograph on the behavioural sciences aspects of management consultantcy - emphasizes a consultation methodology that is aimed at improvement in the future functioning of the client system, and covers the importance of learning by both client and consultant, etc. Diagrams and references. |
| business development for consulting firms: Field Guide to Consulting and Organizational Development Carter McNamara, 2005 |
BUSINESS | English meaning - Cambridge Dictionary
BUSINESS definition: 1. the activity of buying and selling goods and services: 2. a particular company that buys and….
VENTURE | English meaning - Cambridge Dictionary
VENTURE definition: 1. a new activity, usually in business, that involves risk or uncertainty: 2. to risk going….
ENTERPRISE | English meaning - Cambridge Dictionary
ENTERPRISE definition: 1. an organization, especially a business, or a difficult and important plan, especially one that….
INCUMBENT | English meaning - Cambridge Dictionary
INCUMBENT definition: 1. officially having the named position: 2. to be necessary for someone: 3. the person who has or….
AD HOC | English meaning - Cambridge Dictionary
AD HOC definition: 1. made or happening only for a particular purpose or need, not planned before it happens: 2. made….
LEVERAGE | English meaning - Cambridge Dictionary
LEVERAGE definition: 1. the action or advantage of using a lever: 2. power to influence people and get the results you….
ENTREPRENEUR | English meaning - Cambridge Dictionary
ENTREPRENEUR definition: 1. someone who starts their own business, especially when this involves seeing a new opportunity….
CULTIVATE | English meaning - Cambridge Dictionary
CULTIVATE definition: 1. to prepare land and grow crops on it, or to grow a particular crop: 2. to try to develop and….
EQUITY | English meaning - Cambridge Dictionary
EQUITY definition: 1. the value of a company, divided into many equal parts owned by the shareholders, or one of the….
LIAISE | English meaning - Cambridge Dictionary
LIAISE definition: 1. to speak to people in other organizations, etc. in order to work with them or exchange….
BUSINESS | English meaning - Cambridge Dictionary
BUSINESS definition: 1. the activity of buying and selling goods and services: 2. a particular company that buys and….
VENTURE | English meaning - Cambridge Dictionary
VENTURE definition: 1. a new activity, usually in business, that involves risk or uncertainty: 2. to risk going….
ENTERPRISE | English meaning - Cambridge Dictionary
ENTERPRISE definition: 1. an organization, especially a business, or a difficult and important plan, especially one that….
INCUMBENT | English meaning - Cambridge Dictionary
INCUMBENT definition: 1. officially having the named position: 2. to be necessary for someone: 3. the person who has or….
AD HOC | English meaning - Cambridge Dictionary
AD HOC definition: 1. made or happening only for a particular purpose or need, not planned before it happens: 2. made….
LEVERAGE | English meaning - Cambridge Dictionary
LEVERAGE definition: 1. the action or advantage of using a lever: 2. power to influence people and get the results you….
ENTREPRENEUR | English meaning - Cambridge Dictionary
ENTREPRENEUR definition: 1. someone who starts their own business, especially when this involves seeing a new opportunity….
CULTIVATE | English meaning - Cambridge Dictionary
CULTIVATE definition: 1. to prepare land and grow crops on it, or to grow a particular crop: 2. to try to develop and….
EQUITY | English meaning - Cambridge Dictionary
EQUITY definition: 1. the value of a company, divided into many equal parts owned by the shareholders, or one of the….
LIAISE | English meaning - Cambridge Dictionary
LIAISE definition: 1. to speak to people in other organizations, etc. in order to work with them or exchange….
