Presentations and Workshops: Program Descriptions
The Professional Services Firm of the Future
It’s common to advise clients to make fundamental changes to business operations when times are good. Over the last several years, many professional service firms have enjoyed record-breaking profitability, so the time is right to rethink how business is done.
In this session, we look at the trends in client buying patterns, marketing effectiveness, technology, service delivery, and business processes to paint a picture of the service firm of tomorrow.
This discussion is particularly relevant for business planning meetings, as it helps the practice group establish a longer-term context for today’s business priorities.
The Art of Guerrilla Marketing for Consultants
For decades, most professional service firms were sales-driven, with new projects sourced from networks of business relationships with existing clients. But that well-worn path to success has become tougher to travel as competition has intensified and clients have made fundamental changes in the way they buy professional services.
To succeed, consultants must rethink how they go to market. This program focuses on applying the time-tested principles of guerrilla marketing to create a backlog of qualified sales opportunities.
During the program, you’ll learn why traditional marketing strategies are failing in today’s market and how to use guerrilla marketing tactics to create a market-leading position and win work.
Sales Mastery: All Projects Are Not Created Equal
Time is a consultant’s most valuable resource. Use it wisely by selecting the right projects to pursue, and you’ll reap the rewards. Squander your time on the wrong opportunities and you’ll be playing catch up.
When clients call, they want action quickly, and many professionals drop everything to oblige. In this program, you’ll learn how to use time and a project qualification process to clear the fog that shrouds many projects and improve your chances of winning profitable work.
The words, “Send me a proposal” are music to many professionals’ ears. Even though they might not enjoy writing proposals, most professionals jump at the chance because they believe that the invitation is a milestone in the sales cycle—an opportunity to get one step closer to a client and a new project.
In this program, you’ll learn how to create and use a well-crafted proposal in the sales process to improve your chances of winning. The discussion will focus on twelve essential tactics to help tip the scales in your favor. We’ll also discuss what to include in every proposal and what to leave out.
Too many sales opportunities are lost because of poorly written proposals. Make sure your proposals support, rather than sabotage, your ability to win.
Make the Web Work for Your Practice
Professional service providers differ from one another in important ways, but the market positioning of many professionals looks identical—especially to clients.
Prospective clients often learn about a practice by visiting its Web site. The me-too approach to Web sites contributes to the client perception that all service providers are all the same.
For many, the Web remains an untapped resource, when it could be a powerful tool to help create marketplace differentiation. Using the results of our study of more than 800 Web sites, this session helps the audience learn how to tap the power of the Internet for marketing their practices.
Contact us to discuss a program for your organization.