Consulting Growth Hour

Ever felt like you’re doing everything right as a consultant – your experience and expertise are solid, your proposals well-written – but somehow, you’re not landing new clients? It’s super frustrating, right? 😫 You’re not alone. I’ve worked with many consultants in this exact position, wondering what they could be doing wrong. ⭐ One client, an incredibly skilled management consultant, was stuck...

🔥 22 leads in 60 mins. As September approaches, are you prepared to fully leverage the strategic opportunities that come with the new B2B buying season? This upcoming workshop is designed to equip you with the insights and tools needed to maximize your impact during this critical period. 👉 Why is September such a pivotal time for B2B consulting demand? As summer wraps up, decision-makers are bac...

Consultant, does this sound familiar? You have a consulting solution that works. You've helped several clients and know exactly who your target buyers are. But when it comes to connecting with high-level buyers like C-levels and EVPs, it feels like an uphill battle. Here’s what you might be facing: ❌ They seem unreachable. ❌ They claim to be very busy. ❌ They ghost you constantly. ❌ Their...

You’re a busy consultant serving a few clients. You juggle executing client projects and growing your own business. In the midst of all those client deadlines, you squeeze out time to work on growing your business. You cobble together an approach you learn from multiple sources among your peer group and online. You see a little bit of progress but you wish you could go faster. But how? In my exper...

Consultant, If you have a number of potential niches or market segments to sell to, how do you know which ones are the best for you? One of the biggest challenges in our business is selecting a market that will confidently buy from us fast. There’s nothing more frustrating than doing all the hard work, selecting a market, creating your ideal client profile and creating a great value proposition, o...

Almost at the halfway mark of 2024 – is your consulting business on track to meet its goals for the year? Summer is the perfect time to take stock of your business and address any areas that need improvement before Fall arrives. In our upcoming session of Consulting Growth Hour, we’re going back to basics to explore how to build a predictable sales system. Creating a more reliable pipeline of prof...

If you’re an independent consultant or boutique owner, how do you get all of this done? ➡ Client delivery ➡ Prospecting ➡ Sales conversion ➡ Thought leadership ➡ Project management ➡ Ops management ➡ Strategic planning ➡ New service development If you’re like most consultants, you’ve got a few GREAT ideas on your to-do list you know you need to get done… …but keep putting off indefinitely. Because...

If you’re a consultant, advisor or expert selling to organizations whose sales are dripping and not dropping, come join this session. Ask me anything about how to attract attention, get meetings and close sales. I’ve sold 200+ consulting engagements over the last 15 years and also support several consultants in driving new sales and growth. If you: 👉 Aren’t landing new meetings 👉 Are being ghost...

For as long as I've had a consulting business, I've observed two main obstacles consultants face while trying to grow revenue: 1. They don't know what works (strategies, tactics, channels, etc.). 2. They are too busy delivering client engagements to prioritize marketing and sales. If you've been following my content, you know I talk about how consultants can address these challenge...

As an independent consultant or boutique owner, do you ever struggle to determine the right fee for your services? Do you find yourself quoting lower rates just to win the business, even if it means sacrificing profitability? Many consultants make the mistake of undervaluing their expertise, leading to burnout, resentment, and ultimately, an unsustainable business. The truth is, your time and know...

“How do I go from low-paying to high-paying clients?” If you’re selling consulting services at 4-fig fees or low 5-figs and want to land high 5-fig and 6-fig contracts… …you need to be crystal clear on 3 things. I’ll break them down this Thursday’s session of Consulting Growth Hour, so join me live (no public replays). Charging 4-fig fees is fine when you’re starting out, but once you’re a few yea...

Consultant, why don’t all buyers buy from you? Some buyers buy. Others reject you. Getting rejected can be demoralising no matter how mentally strong you are. But the important thing to remember is this: 👉 It’s not always about you. Buyers may not buy from you because they're simply not the right fit. And that's okay. The question then is: how do you ensure you meet more buyers who ARE th...

C-suite consulting buyers are not active on LinkedIn. Why should I bother using the platform?” If you’re a consultant looking to use LinkedIn to engage directly with C-suite executives at mid-to-large organizations (5000+ employees)… …you might be disappointed. In my experience at least, most of them don’t hang out on LinkedIn regularly (if you think I’m wrong, I’d love to hear from you 👇 ). The...

I ran a management consulting business for 12 years, and during that time and beyond, I spoke to hundreds of consulting business owners. Most of them mention having a client acquisition problem—they don’t know where to look for clients, how to approach them, how to craft an appealing proposal, or how to convert leads faster. However, upon deeper investigation, I realized that most of them hadn&#39...

🚀 Consulting Growth Hour is back with the first session of 2024. As management #consultants, we often encounter the challenge of navigating from project to project, each lasting around 6 months or so. This cycle not only brings revenue uncertainties but also disrupts client relationships and can demotivate you. If this is you, please continue watching this video where we'll delve into strateg...

Create value. Add value. Extract value. Value proposition. The word "value" is tossed around by everyone. It's so ubiquitous that everyone pretends to know what it is. I did, too until I realized I didn't know as much about value as I should. So I educated myself. As I was doing that, I realised what the absence of a true understanding of value did to my consulting business. Spec...

Consultant, you know what the hardest part about running a consulting business is? 👇 It's recognising opportunities to say "no" to. When you're in business, you constantly have new opportunities coming your way. Some may be really tempting, promising to bring your short-term cash or some other advantages. But... Many of these opportunities may derail your business in the long ru...

Most consultants I speak with tell me they don't have a strategic plan for their consulting business. The same consultants complain of: - Dependency on one BIG client taking 50-60% of their annual revenue - Unpredictable referrals and lead generation - Being forced to say "Yes" to client demands because there are no other prospects to sell to - Being sick of seeing other consulting f...

Most people find selling hard. For consulting founders delivering deadline-driven client engagements, it's even harder. Not because they don't have the aptitude for sales, but because it feels like there's never enough time to get into rhythm. 🕰 ❌ To be an effective seller, you need to find your rhythm and make sales a part of your day. If not, you run the risk of facing a cash crunch...

Consultant, Tell me if this frustrates you: You have a solution that works. You've helped several clients before and want more ideal clients. You know who your target buyers are, BUT You can't seem to connect with them and have serious conversations. Especially if they're higher up the organisation: C-level, EVPs, etc. They: - Seem unreachable - Say they're very busy - Keep ghostin...

Consultant, is this you? 👇🤔 👉 You land meetings with prospective clients, send proposals but somehow they don't close (or worse, you're ghosted by the prospect). 👉 Your offering sounds the same as everyone else's in the industry and you get the feeling you need to upgrade it to stand out and win more deals. 👉 Your offering is 'top-heavy' and meets resistance from prospects...

If you're selling consulting services to organizations but don't have a plan to take advantage of the buying window starting September, you probably should. Why is September or the start of the Fall season significant for B2B consulting demand? It's the end of the summer and people have more time to focus on work. Budgets for next year are being allocated. As orgs start planning for th...

I don't know about you, but most consultants I speak with are overwhelmed. They don't say it  to me directly, but I can sense it.  Proposals are taking longer to get the nod Clients are taking longer to pay your invoices Economy woes, rising expenses LinkedIn's reach is plummeting  ChatGPT, blah blah blah I totally get it. It happens to me, too. No one is immune to feeling a bit stress...

If you'd like your audience to never forget you, you need to show up where they hang out and be helpful. The way you do that is by sharing your knowledge. As a consultant and advisor, you have specific knowledge and perspective of your domain. Sharing your knowledge or creating helpful content is the best way to be memorable. If you keep your knowledge and perspective bottled up inside, you&#3...

Most consultants have just one way of generating revenue, i.e. they land “projects” or “engagements” and execute them for clients.  More often than not, these are mid to long-term engagements, i.e. 3+ months with an end date. I consider projects the “meat and potatoes” of consulting. They can be very profitable and generate great cash flow.  But the problem is that not every potential client is in...