If you’d like to shake the rust off your consulting firm and jump-start fast moving progress, shift your gaze from the lofty peaks that will take years to ascend to a nearby hill you can crest now.
Most business vision exercises are farsighted. They create plenty of clarity around a long-term vision, but the near-in details remain fuzzier than a laundered rabbit.
Perhaps you’ve worked hard on your mission and your five-year plan. Or, you may hold a grand, sweeping vision for your firm. There’s nothing wrong with those, but I haven’t found that farsighted vision exercises reliably spark revenue or profit growth in consulting firms.
Nearsighted vision exercises, on the other hand, can jolt any part of your consulting practice into higher gear: revenue, profitability, productivity… even enjoyment.
Nearsighted exercises temporarily sideline the long-term view and, instead, focus on what’s right in front of you. You pinpoint what you should do over the next…
Of course, you have to check that your near-term actions won’t cause long-term damage to your client relationships or your consulting firm. I trust you to run that test before implementing any nearsighted tactics.
Over the next couple of weeks, try out the following, Nearsighted Vision Exercise:
Nearsighted Vision Exercise
Below are two, close-in goals, each of which is followed by questions. Your task is to consider the goal then answer the questions.
Nearsighted Goal #1: Generate half your typical, annual revenue within the next three months. That revenue must be from existing clients only. What, if anything, is in the way of you achieving this goal? How will you achieve it?
Nearsighted Goal #2: Generate 25% of your typical, annual revenue within the next three months. All 25% must be from new clients. What, if anything, is in the way of you achieving this goal? How will you achieve it?
The answers to the questions in this exercise generally aren’t obvious or easy to formulate. You’ll have to apply some mental elbow grease.
However, astute readers will notice that if you nail both nearsighted goals, you’ll book 75% of your annual revenue in only three months, and if you repeat your performance every quarter, in one year you’ll triple your historical revenue.
For example, I worked on this nearsighted exercise with a boutique consulting firm in the D.C. area. They doubled their revenue… then doubled it again.
What about you? Can you refocus your vision to the near term? Be bold and share below one tactic you’ll bang out over the next three months to grow your consulting firm.
Text and images are © 2020 David A. Fields, all rights reserved.