Archive

Category Archives for "Consulting"

Win Clients With Robots: Marketing Automation for Consultants

A few weeks back a reader asked:  Where should consultants start with marketing automation? I wanted to take a second to answer this. Here’s the challenge consultants face: working to relationships based business. You want to be efficient without being robotic. How can you put systems in place that make you more effective without turning clients off? Most of the times, […]

Continue reading

What Did The Contractor Say to the Consultant?

There are three terms used for a technical service professional, often interchangeably: contractor, freelancer, and consultant. Let’s put a more specific point on it. Contracting… is the closest to employment. As a contractor, you are effectively an employee that doesn’t get benefits or pay payroll taxes. Engagements are often months in length, and 40 hours/week. […]

Continue reading

Who Do You Serve? Defining Positioning

The first problem any service business needs to solve is deciding who they are going to serve. Being a generalist makes marketing harder. If you’re talking to everyone, you’re talking to no one. Other consultants Philip Morgan and Jonathan Stark advocate for what they call the fool-proof positioning statement: I help $TargetCustomer solve $expensiveProblem. Unlike […]

Continue reading

6 Places You Can Look For RFPs

Are requests for proposals a trap? It’s debatable. Some agencies and consulting make a lot of cash from some large clients. Others spend hours writing proposals and don’t make any progress. If you want to try your hand at winning RFPs, here are some sites you can check out: CommBuys Mirren Ariba Find RFP RFB […]

Continue reading

How To Use Pipedrive to Close More Sales

Many sales conversations go nowhere. It’s frustrating and like it’s a waste of time. How often do you start a conversation with a potential client, only to have them ghost you after two emails? Having a process to follow up and start new discussions helps alleviate this problem. I use Pipedrive to keep track of this, […]

Continue reading

How to Raise Your Rates with Existing Clients

Every Freelancer I Know(Myself Included) Made The Same Mistake Starting Out: Charging Too Little Maybe it’s because they didn’t have experience. Maybe it’s because they thought the formula was rate = salary rate / 2000. They didn’t consider all the overhead and liability of being an independent business owner. The Good Ones Wise up. They […]

Continue reading

How to Survive Feast or Famine Cash Flow

One part of the freelancing puzzle I haven’t solved yet is keeping cash flow stable. Here’s a lifetime graph of my revenue, month, by month: There’s a lot of peaks and valleys. Good clients, bad clients, late payments, upfront payments. Sales slumps. Family emergencies. It’s all there. About a year after I became a freelancer, […]

Continue reading

2014 Post Mortem

Every Year I take a look back at my business, and do the same exercise I do with every client project: a postmortem. I ask myself 3 questions: What went well? What went wrong? What steps should I take in the future? This is a valuable writing exercise, and I’d strongly encourage you to do […]

Continue reading

5 Ways to Build a $200,000 Consultancy

I recently read an article entitled five ways to build a $100 million dollar business. It discusses different business models that vary in the number and size of your customer base. Some businesses work with a few enterprise scale clients while others work with a larger number of smaller customers. Patrick Mackenzie mentioned on Twitter […]

Continue reading

10 Resources That Shaped My Career

There is amazing amount of resource available on the internet if you know where to look. I’ve realized that over the past year, there are some articles, pod casts, books, or videos that have had a huge impact on my view and approach to my business. I’ve had several people ask me how I came […]

Continue reading