David A. Fields Consulting Group You’ve won a consulting project. Or a cauldron full of projects. Cool-o-rama.
Other than dancing the revenue tango around your office, is there anything you should be doing to make the most of your good fortune?
You betcha.
The good news about a winning streak in consulting is that you’re busy.
The bad news is that you’re busy.
News is weird that way.
Looming deadlines and your devotion to delighting your clients consume your consulting hours. Meanwhile, you’re also stoking the business development fires.
What else could there be time for?
Even at your busiest, every consulting project affords you the opportunity to advance all four critical elements of your consulting practice: Win Engagements, Profitably Create Value, Infrastructure, and Strategic Health.
Since we just established that you’re extremely busy, we’ll keep this super simple.
Throughout every project, answer the Continuous Growth Question associated with each element of the Four-Part Consulting Firm Model. The four questions are outlined below.
Continuous Growth Questions
Win Engagements
During your project(s), when are your clients saying, “Good point!” or “Aha!” or something similar?
A “Wow!” response during a consulting project signals thought leadership.
Your clients are telegraphing exactly what topics, insights and turns of phrase to embed in your visibility-building activities.
Those insights will help your consulting firm win even more projects.
Profitably Create Value
During your project(s), what data are you gathering that may be useful for other clients or prospects?
Every project yields tens, hundreds, or thousands of data points.
Data that your other clients would love to learn from. (Blinded, of course.)
Data and learning that enhance your output, hone your wisdom and heighten your fee premium.
Infrastructure
During your project(s), what processes and approaches are you employing that you can document and/or improve?
The very best, most successful consulting firms know that internal thought leadership drives growth just as much as the external thought leadership visible to clients.
Systems and processes are the heart of scaling your profit.
Learning to run your firm’s two engines (Win Engagements and Profitably Create Value) more effectively and efficiently is what launches your consulting firm to the next level of success.
Strategic Health
During your project(s), what are you learning about where the market is headed?
Sustainably expanding your consulting firm’s portfolio of clients rests on your understanding of where the market is going to be in two-to-five years.
Most engagements address what your clients need right now.
However, while you’re actively engaged with clients, you’re positioned to see their vision of the future and anticipate the next set of challenges your firm can address.
What else do you do to make the most of the consulting projects you win?
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