How to Build a Consulting Practice Around a Powerful Point of View

How Your Point of View Can Build a High-Revenue Consulting Practice If you’re wondering how to build a consulting practice that attracts good clients, helps to earn their trust, and grows steadily over time, start with one thing most people overlook: a clear, differentiated Point of View (PoV). Your Point of View... ...Drives Your Career & Earnings. Introduction Most consultants believe they have a Point of View. But what they have is usually just an opinion, interesting to them, not to the client. A true PoV builds trust. It reframes how clients think. It drives sales. It creates pull. In…

Building a Consulting Practice: From First Client Meeting to a Scalable Business

This week, we begin the release of the very first documents (wrap-up meeting of the engagement that led to the new engagement and five issues meetings). *** This is for a significant and much-requested program: Building a Consulting Practice - from the first meeting to the methodology, proposals, books, and new revenue streams. Documents are being released to SCRA and video explanations will shortly be loaded to StrategyTraining.com. By now, you should have thought through the questions from the program. You should have read the rough overview of the meetings that led to the pivotal sale. One of the key strategies we follow is to work for large…

[NEW SCRA] Investor Relations Strategy Proposal

We remain focused on a Year of Consulting Sales. In an earlier post, we laid out the program and explained the five sales meetings. The documents from those meetings and the explanation will soon be loaded. We have just released the Investor Relations Strategy Proposal, the third engagement generated by those five sales meetings. It is accessible within the Strategy Control Room, Advanced Level. The full engagement from this proposal is also available in SCRA. In Building a Consulting Practice, our big theme is how we built out the practice from those five meetings. *** This proposal template outlines an 8-week engagement to…

The superior advantage only audit firms have

Missing One Crucial Step in a Business Case Can Turn A Winning Strategy Into a Costly Failure As part of our Year of Sales theme, we also focus on how strategy/business consultants within audit firms should effectively compete against more focused strategy firms. We refer to them as Audit-Based Consultants (ABCs) even though they reside within an audit firm's consulting division. Given the nature of their firms, many audit-based consultants have asked for dedicated and specific help. This program continues this effort within Insider, Legacy, and SCRA for ABCs. ABCs can deliver strikingly superior results and value for their clients by leveraging the unique skills and assets…

How to develop a compelling idea for clients

How to develop a compelling idea for clients Earlier we discussed a truly unique and significant program. One of the most exciting things we will be doing, based on strong demand from our members. There is nowhere else in the world you can see the step-by-step development of a major consulting practice built to the standards of the top firms. We are going to do it with you and you can see all the pieces and documents as they come together. This is part of our "Year of Consulting Sales" theme. The Point-of-View (PoV) develops over five meetings. We will walk you through each meeting, prep…

Introducing The Strategy Analyses CoE

Strategy analyses are complicated. They are ambiguous and rarely present a definitive answer. We have to predict the future and tell a client where/how to operate in that predicted future. That is incredibly hard to do. It's unlike short-term trading, where traders can quickly adjust positions and minimize risk. Investors often move through trades in split seconds to minimize future volatility. Traders who work with commodities etc., usually have a buyer before they find a seller, thereby having strong certainty in the profit from a trade. Investors who take long-term bets sometimes win, but often lose. Successful long-term investing is rare because it requires a qualified bet on an uncertain future, much like strategy. They have to take a qualified bet on the future. In that sense, long-term investing shares similarities with strategy work. For every George Soros, many more people made the wrong bets and were driven out of business. Strategy is difficult for similar reasons but with even greater consequences. You are taking a bet on the future, and you must determine how to increase confidence in your predictions despite uncertainty. Since all data you could use is either from the present but often from the past, you have to extrapolate…

Let’s build a consulting practice, together.

Let's build a consulting practice, together. Along with several significant and ongoing updates to Coaching, Insider, Legacy & the Strategy Control Room Advanced, we have a year-long series of programs that outlines the steps to build a consulting practice/business. From the early idea to a functioning practice and lots of sales strategies, we are going to take you along on that journey. You can watch what we are doing, follow our guidelines, and assess yourself against the best-practice examples we will show you. The files will be loaded in the SCRA and the videos will be available to Insiders & Legacy members. We want to start this in February/March so you have the entire year to follow our guidance, build your practice alongside us, and set yourself up for the first three months of the year after. Building a strong practice should be done slowly, sequentially, and with a strong foundation. Flash-in-the-pan sales, without a sustainable base, often do not lead to growth. We will show you each step as we build things out. 1-on-1 coaching clients can receive our focused personal guidance in our weekend clinics. To get the most from this year-long program, it helps to have done the prep work before we begin in February/March. …