The whole year is open for your consulting firm to accelerate to new heights of success. Twelve full months of opportunity. How can you make the most of them?
The Top 10 Things You Can Do in 2019 to Grow Your Consulting Firm
10. Get on the phone
There’s a direct correlation between the time you spend reaching out to prospects on the phone and the health of your consulting firm’s pipeline.
9. Protect your “biz dev” time
Treat business development with the same respect as a consulting client—a client that demands time from you each week.
8. Start right, end right
Begin each week telling your team what you’re most excited about. End each week acknowledging your accomplishments.
7. Focus your energy
This week you can identify 12 tasks your consulting firm currently performs that should be outsourced. Find an external resource each month to take over one of those tasks.
6. Enhance your client experience
This week you can also brainstorm 12 improvements to your consulting clients’ experience. Ramp up one of the improvements each month.
5. Build relationship plans for your top clients
Who are the key players in your most important consulting clients and what are you doing to deepen your trusting relationship? Map out your answer to those questions every six months.
4. Raise your fees
Whatever you charged for a consulting project in 2018, raise your fees for the same offering at least 10%.
3. Budget for upskilling
Your consulting firm’s results won’t radically change unless you radically boost your capabilities. Whether you need to elevate soft skills, technical prowess, leadership strength, selling ability or something else, be smart: bring in an expert who can guide you to rapid improvement.
2. Fire your worst client
When you fire the client who adds the least value to your consulting firm, you’ll simultaneously feel relieved and nervous. Both emotions will energize you to find a higher-value replacement.
1. Your top tip?
My full list of tips for small consulting firms has, literally, hundreds of suggestions. The nine listed above jumped out at me for the moment, but I bet you know others.
What’s your addition to the list? What else will you do in the coming months to make 2019 a stellar year for your consulting firm?
Text and images are © 2020 David A. Fields, all rights reserved.