Consulting Sales: How Should You Develop Your Strategy?
Consulting Sales: How Should You Develop Your Strategy? Welcome to the next episode of our management consulting iTunes channel How to Build and Grow a Consulting Firm, where we discuss the business of running and growing a consulting fir. In today's episode, I want to talk about a question everyone faces frequently. Every time things do not go well when it comes to growing a consulting firm you are forced to confront the question, “What should your consulting sales strategy be?” For example, let's imagine you are leaving a consulting firm to set up your own firm or working in an industry and want to consult back to your former employer and their competitors. You are going to have to ask yourself, what should your consulting sales strategy be. I am going to answer this question and we will discuss it with an anecdote from my past. https://youtu.be/xtHV80gjnME When you start a consulting firm, it is easy to get caught into a long process to study the market, think about your skills, understand the business models you have, and then develop your strategy. All of that is a waste of time. Many years ago, when I was a senior partner in corporate…