What would the perfect, consulting firm sales system include?
Systems are the greatest. They help you master vital tasks and perform them more efficiently and effectively.
That’s why there are extensive personal systems and business systems, such as comprehensive methods for project management, turnkey packages for managing HR administration and, most importantly, a system for learning to cook chocolate desserts that includes recipes, ingredients and the equipment. (In the latest versions, you don’t even have to add your own light bulb to the Easy-Bake oven!)
My team and I identified a range of important components in a business development (a.k.a. BD or sales) system for consulting firms.
Some of the parts are listed below. Admittedly, my view of the list is biased because we’ve developed/installed these systems in many consulting firms.
However, consulting is all about discovery, and I’d love to learn from you. Hence, I left some elements out of the list and kept an open space for you to fill in anything else you think should be in a perfect, consulting firm sales system.
The 10 Components of a Perfect, Consulting Firm Sales System
A simple, action-oriented CRM to help you create, nurture and leverage relationships
A planning template for setting your consulting firm up as an obvious expert, including major initiatives and specific actions
A planning template for getting your consulting firm Known by prospects, including major initiatives and specific, actions
A mechanism for making sure you’re taking the right steps at the right time
A time management/maximization tool for BD that reflects the fact that current client demands (i.e., delivery) can eat up your available hours
A handy repository of tools, templates, worksheets and scripts for key activities (e.g., account planning) and prospect touchpoints (e.g., proposals, negotiations)
Easily accessed meters, dials and reports that indicate bottlenecks/weak spots in your consulting firm’s BD implementation
Assistance in shifting away from thinking that hinders your BD effectiveness and in adopting/ingraining helpful mindsets
A mechanism to drive accountability and minimize the administrative burden of BD on consultants
What should the 10th part be to make this a perfect system to help you/your firm succeed at business development? (Or, if you like the list as-is, which of the elements above are most important for you?)
Text and images are © 2021 David A. Fields, all rights reserved.