Consulting Growth

Informações:

Sinopsis

Get advice on how to grow your consulting business from the experts who've done it before. On this show, you'll learn how firms are growing, and the lessons they've learned along the way. We'll cover topics ranging from marketing, sales, scaling and automation, delivery, and operations. If you want to grow your consulting, training, professional services, or agency business, this is the show for you.

Episodios

  • Dan Cuprill

    30/06/2020 Duración: 28min
  • Email Marketing For Professional Services Firms with Michael Katz

    21/04/2020 Duración: 37min

    Want to stay in touch with your clients, build your and your firm's reputation, and have people tell you when they're ready to work with you? A newsletter is a great way to do it. That's exactly what Michael Katz does: email marketing and email newsletters for small professional services firms. He's an email expert, having sent his first email newsletter in 1999. In this episode of Consulting Growth, Michael talks about how his approach to email marketing, including: How to build an email marketing program at your firm Where your first list of contacts comes from, and why you're ready to launch your newsletter now How to generate content ideas for a full year Steps you can take to outsource your newsletter, without trading off quality How often you should send, and how you can extend the life of your email newsletter far beyond the inbox You can visit Michael Katz's website or sign up for his newsletter here.

  • Communication for Quiet Leaders with Tom Yorton

    14/05/2019 Duración: 36min

    Leadership, like personalities, comes in different shapes and sizes. Introversion or extroversion is not about how shy or social you are; it is about how you derive your energy.  Introverted leaders who struggle with communication, succeed when they understand the underlying needs and benefits for those they lead.  Today, our guest is Tom Yorton of Shyne Advisors. Tom works with introverted leaders in order to help them develop the skills to become better leaders and become their true selves in the process.  In this episode, we'll be talking about: -What does it mean to use the conventions of media and entertainment to reach our audiences more effectively -Other ways on how can an introvert leader communicate more effectively and more interesting -How can you make yourself memorable through communication  Technological advances continue to accelerate and are driving change in business. Most introverts embrace new technology as an ally and use it to advance their leadership position over peers and competitors.

  • Brand Purpose For Your Clients and Agency with Betsy Henning of Aha

    07/05/2019 Duración: 41min

    A brand’s purpose should be the center of attention in order to gain success. A brand with a strong purpose not only helps the overall good of society but also helps customers know what they stand for through purpose-driven brand actions. In a world in which consumers can quickly find out if a brand is acting on their promise, it is crucial for brands to be transparent, create connections and a strong relevance with their consumers.Today, our guest is Betsy Henning - Marketing Director of AHA Marketing Agency. AHA is a strategy and creative agency that combines "conventional" marketing with deep knowledge of corporate responsibility to help purpose-driven brands connect more deeply with their audiences and accelerate their success. They also helped clients like Johnson & Johnson, Charles Schwab, and many others, narrow down and hone their purpose.In this episode, we'll be talking about: What it was like to get buy-in and its obstacle Creating expectations and how does that relate to your brand Why account

  • Building Diverse Teams with Elena Christopoulos

    30/04/2019 Duración: 30min

    There is an increasing body of evidence that diverse teams of varying racial and ethnic makeup produce better results. They perform better financially, gain a competitive edge when recruiting top talent, experience less employee turnover, and offer greater benefits for those they serve.Today, our guest is Elena Christopoulos. A very busy consultant who builds project teams and bring diversity to her team. She also applied diversity in her political career. And she believed strongly in promoting diversity.In this episode, we'll be talking about: What impact does diversity have on your bottom-line What does diversity mean Pointers for people who are developing ad-hoc teams in order to develop the team and then create cohesion and collaboration on the team quickly To succeed in building a diverse team you need to make it a key, long-term priority for management, and something that the organization as a whole explicitly strives for.We see diversity as something that is complex and holistic, a concept that’s const

  • How to Establish Authority with Bob Lalasz

    23/04/2019 Duración: 35min

    One of the most powerful ways to establish authority is through thought leadership. It is all about sharing ideas, insights and valuable information to your target audience with the goal of solving their problem and improve lives.Being a respected expert is essential in new customer acquisition and retention. Acting as a visionary expert makes it possible to build a reputation within a certain field and forges a relationship of trust.In this episode, we'll be talking about: How to nurture authority in other people Difference of point of view and writing How to apply thought leadership in your business Benefits of an established authority Thought leadership content can’t just be “pretty good.” When you create something engineered for thought leadership, it needs to say something — it needs to highlight your authority. By communicating through thought leadership you become part of the conversation, early in the consumer journey. You allow your audience to get to know you.Thought leaders seize every opportunity

  • Building a Personal Brand While Running a Successful Agency with Kurt Schmidt

    16/04/2019 Duración: 38min

    A personal brand is one of the most powerful ways to differentiate you and your company from the competition. Developing a personal brand in the digital age requires a whole lot of time, strategy, and patience.My guest today is Kurt Schmidt of The Foundry, who prides himself on being an inspirational leader who solves problems in a way that builds culture and delivers diverse breakthroughs.In this episode, we discuss: Why you should invest in personal branding Why companies should build products in the first place Why traditional management doesn't work anymore By establishing a personal brand it can exhibit the skills and qualities that someone has, defining what makes them important or unique. In a competitive world, it is essential that individuals are able to find an edge on their competition.Personal branding helps you be yourself and do what you love. The beauty of it is finding out who you are and learning from the journey that it took to get you there.Personal branding has reshaped the traditional man

  • Lead Qualification Process That's Automatic, with Tom Miller

    09/04/2019 Duración: 40min

    Leads can be acquired in many different ways, from referrals through customers, white papers, social media and more. Deploying a survey with customized questions will help you be sure that you're only talking to the most qualified people, who are most likely to buy.My guest today is Tom Miller, founder of Email for Experts. He will share his way of qualifying leads using surveys.In this episode, we'll be talking about: How conducting a survey can help you qualify leads How to set up your survey funnel Reactivate previously lost leads How to convert website visitors to sales leads Lead qualification is the act of evaluating each sales lead and allocating limited resources to those which have the highest probability of converting to a customer. Or, put another way, chase the good leads hard and put the others on the back burner.Attracting the right leads is key to start with. Lead qualification with the help of qualification form and website tracking lets you know who is most interested and ready to purchase yo

  • Conference Networking Tips with Andy Storch

    02/04/2019 Duración: 47min

    One of the main reasons we go to conferences is to make new relationships. Understanding how to network at a conference, and going in with the right strategy, can be a turning point for your business or career.My guest today is Andy Storch, from Advantage Performance Group. He reveals his strategy to network efficiently at conferences.In this episode, we'll be talking about: How to prepare for a conference What to do during the conference How to follow-up properly Why investing in conferences important A valuable network can open doors for new opportunities that might help you connect with experts to broaden your knowledge or people you might wanna do business with. Building and maintaining a healthy network is one of the most important things that you can do as a professional.Discovering innovative products and services for your business is necessary to stay competitive in today’s fast-paced world. Plus, these vendors who sell to your industry fully grasp what is happening inside your competition. Invest tim

  • Using Marketing Events to Establish Authority, with Erin Joy

    26/03/2019 Duración: 37min

    We've covered in previous episodes how to build your authority in your market and what efforts are needed to do so. Here's something you can add to that list: marketing events. Getting your business's name out there can be challenging, but if you have an event organized that's intriguing to guests before they even arrive, you're on the right track, my friends.My guest today is Erin Joy, owner and founder of Black Dress Circle in St. Louis, Missouri. In the past 8 years, Erin's business has taken off due to her successful and well-planned marketing events. She shares how live events have been the cornerstone of her business-building efforts, and what you can do to market your business.In this episode, we'll be talking about: The benefit of hosting events Why Black Dress Circle is exclusive to women The biggest thing people get stuck on in growing their network Hosting marketing events may not be at the top of your list of ideas to build your authority, but Erin highly recommends it. In her experience, she note

  • How to Become a Keynote Speaker with James Taylor

    19/03/2019 Duración: 42min

    If you've ever wondered how to become a keynote speaker, it may come as no surprise that it's not a linear journey. To speak on a certain topic in your field and establish yourself as an expert takes quite a bit of effort and self-reflection, as well. From managing bands and touring around the world, to becoming an international keynote speaker, my guest today shares a bit about his journey.James Taylor has been an international keynote speaker for the past 20 years, speaking on creativity for entrepreneurs, business owners, educators, designers, writers, and so many more. Starting with marketing events, he realized the power of speaking and its ability to build trust. He's sharing how to build authority as a speaker, and how to get started.In this episode, we'll be discussing: The first steps to take in becoming a speaker Three things you should always have for your speaking business How to find your "thing" At the start, you need to decide what type of speaking business you want to do. Ask yourself: what do

  • Building a Thriving Professional Community with Will Bachman

    14/03/2019 Duración: 26min

    As an independent consultant, it's important to have a strong network and professional community you can lean on and work with when needed. There are so many benefits to building a community in your network beyond the possibility of landing more projects.My guest today is Will Bachman, co-founder of Umbrex. Umbrex is an online community of independent management consultants. As a former consultant at McKinsey, Will shares his experience working with a team versus working independently and creating his own, and how you can improve as an independent consultant with a strong community.In this episode, we'll be talking about: Why a professional community is necessary How to maintain communication in your network What to expect as an independent consultant What's the need for a community? For starters, it doesn't hurt to have a few people to lean on when you need help, or to collaborate on projects with. You have the opportunity to learn about the tools and techniques your community members are using, and how you

  • The Emotional Side of Being Acquired with Alex McClafferty

    12/03/2019 Duración: 45min

    Being acquired may seem like you've struck gold—literally, and figuratively—in your business. What most people don't focus on, though, are the downsides to being acquired. You might be thinking, "there's no way being acquired can have cons," when in actuality the results may surprise you.My guest today is Alex McClafferty of Productize.co. Alex is sharing his experience of his company, WP Curve, being acquired by GoDaddy, and the emotional results of the process. He shares a deeply personal and honest account of what happened, and what Alex recommends to anyone else who wants to get acquired.In this episode, we'll be sharing: The emotional gap of going through a sale How Alex approaches his current business Takeaway lessons In conventional terms, being acquired causes a case for champagne-popping and celebration, but in Alex's case, his company's acquisition didn’t solve everything for him. A sense of emptiness came with the sale. His advice? Close the emotional gap when going through the acquisition process.

  • Client Relationship Building Skills with John Doherty of Credo

    07/03/2019 Duración: 37min

    Some consulting firms have the "juice," others…maybe don’t. The way you sell and the way you market yourself has a big influence on whether or not your potential clients think you have the "juice." Your client relationship building skills may need to be spruced up a bit.My guest today is John Doherty, founder of Credo. Credo is a marketplace for clients to hire pre-vetted marketing professionals for a variety of consulting and agency needs. John shares with us specific tips like how to build trust, how to implement a sales process that works, and how to steadily elevate the level of strategy and expertise that you bring to these conversations.In this episode, we'll be talking about: Why you should know your budget from the beginning How to bring in leads Building trust effectively A lot of professionals will not figure out what their budget is. If you don’t have an idea what your budget is, it’s going to be hard to pitch a project that will be signed off on. You’re either going to present a wildly low estimat

  • SEO Techniques for Consulting Firms with Jeremiah Smith

    05/03/2019 Duración: 43min

    The value in SEO is that you can be found online by people who have no idea who you are, but as it turns out, coming up in the top 3 slots on Google is actually pretty difficult. Surely, there are plenty of SEO techniques to incorporate here, and that's exactly what my guest today is sharing.Jeremiah Smith is the CEO & Co-founder of SimpleTiger, an SEO company helping SaaS companies be found online. Jeremiah shares what he knows about SEO, how he applies it to his consulting firm, and how you might apply it to yours to increase your chances of being found and growing your firm online.In this episode, we'll be covering: The benefit in picking a horizontal & vertical niche Creating a contextual framework for clients The future of Internet search For Jeremiah, it took a few sets of trial and error to realize the true value in picking a horizontal and vertical niche. Cutting all of the clutter out, it was decided that SEO would be the main focus of SimpleTiger. This allowed them to come up with a clean pr

  • Winning Pitches With Big Companies, with Robby Berthume

    28/02/2019 Duración: 40min

    As the saying goes, "You win some, you lose some," but what about the companies that seem to win all the time? In your sales process, winning pitches is undoubtedly the goal, but knowing how to approach pitches proactively will make all the difference.My guest today is Robby Berthume, CEO of Bull & Beard, an agency collective. As an agency "matchmaker," Robby's role is primarily in the sale itself; joining in on conversations and pitches between agency and client. Robby brings his experience of participating in pitches, and how to help you create winning pitches every time.In this episode, we'll be discussing: Proposal preparation Projecting confidence in your pitch How to add value to your sale When submitting your proposal, you have options on how you can approach it. You can use a template, but from a brand point of view, it has to be visually appealing and engaging. Remember, this is the document that helps you seal the deal. In addition, you should walk the prospect through the proposal. Schedule a t

  • SEO For Creative Agencies With Chris Bolton

    26/02/2019 Duración: 25min

    Running a creative agency requires much more than just being creative. Having a good sense of business development and strategy will make for a smooth run of your agency; at least that's what my guest, Chris Bolton, is sharing with us today.Chris is the Strategy Director at Murmur Creative, a creative agency right here in Portland, OR. His experience of building a business mostly through SEO and an "in the trenches" method has generated most of their leads, and continues to do so to this day.In this episode, we'll be talking about: The benefits of a collaborative workspace The biggest lesson of building a creative agency Seasonality and its effect on acquiring leads At Murmur, Chris shares how the office is more of a collaborative space, noting that "the people are part of the secret sauce." This style of work also allows Chris to ensure the quality of the work being done without having to micromanage, and allowing for more fluid movement of processes in each project.To get to this kind of work environment, C

  • Sales Proposals That Win With Reuben Swartz

    21/02/2019 Duración: 30min

    If you've drafted sales proposals that generated no response, chances are you're not putting your best effort forward. Reuben Swartz, founder of Mimiran, is my guest today and he's sharing his top tips for creating sales proposals that win.A key component of drafting and creating proposals starts with a story. If you're just unloading chunks of information, chances are the person reading your proposal will get bored. To keep them on their toes and invested in what you have to offer, a detailed story with actionable solutions will improve the success rate of your sales proposals.In this episode, we'll be talking about: Aspects of a winning proposal How do identify the symptom your client is facing Finding the focal point in your proposal To create a proposal that's sure to lock down a project, you need to have a compelling story: one that contains a protagonist and a villain. You, the seller, are the protagonist; the person who is going to help the client solve their problems. The villain is what makes the sto

  • Establish Authority With (Truly) Useful Marketing with Mark O'Brien

    19/02/2019 Duración: 38min

    When you’re starting from scratch, you want to be sure you’re taking the right steps to establish expertise in your market. Creating useful content that captures a point of view will not only help to strengthen your company’s positioning but also help others within your market.My guest today is Mark O’Brien, CEO of Newfangled, and he’s sharing how to establish expertise with useful content no matter where you are in your business. Mark’s company works to create the systems and habits inside firms that reliably create the right leads and ensure content is engaging and educational.In this episode, we're chatting about: How to make email marketing work for your business How content affects relationships Positioning yourself in your market Email marketing can prove to be effective in creating awareness of your business, but it has to be done right. The only way it is going to work if it is purely educational, highly focused, empathetic content, that functions with the user in mind. This comes with a commitment, t

  • Agency Culture with Robert Glazer of Acceleration Partners

    14/02/2019 Duración: 41min

    Agency culture becomes increasingly important as the firm grows in size and value. While some may think of the in-office perks like craft beer on tap and foosball tables, culture is really about being clear on what the company stands for.My guest today is Robert Glazer, CEO of Acceleration Partners, and he's sharing how he's building his company's culture, the lessons he's learned growing his marketing firm, and how he's working to create a culture he loves that excites him and his colleagues to go to work every day.In this episode, we'll be talking about: Results vs. Relationships What culture is Accountability in building culture The 3 buckets of employee problems and how to avoid them While growing an agency, what's more important: results or a relationship? On the one hand, if you have a relationship, you're in a great spot, but if you don't have either results nor a relationship, you're more than likely in a rough position. If you had to choose between the two, your chances of retaining a client are prob

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