So what will your new consulting practice look like when you know how to sell professional services? You and your practice will look, and feel, very different.

You Will Be Positioned To Attract The Best Clients

You will optimize how potential clients perceive you. You will shift their perception of your firm to the most advantageous (but accurate and credible) representation possible. You will do this in the ONLY way appropriate for a consultant and NOT focus on your “unique” process, your personality, guarantee, or other meaningless criteria. You will understand that “differentiation” is as useless as “pink hair” – unless you differentiate your practice on one specific criteria. And you will understand how to communicate this position clearly and appropriately.

Getting this right will change everything about how you sell management consulting.

You Will Understand Your Potential Client and How They Buy

You will understand the behavioural process of buying that your potential client goes through. That’s not where they buy, that’s not what they buy, that’s not how much or who buys, or what the organizational process for buying is, and it’s definitely not an industry survey about how clients buy consulting.

It is understanding the science of how the individual behaves while buying. When you understand it, you will become increasingly comfortable selling consulting - and you will do it more often.

You Will Have Meaningful Sales Tools...

Each will be managed with a specific purpose in mind. They will synch with your client’s buying process to achieve specific results at each stage. You will build them with a specific focus using your strong new market position, and an understanding of each stage in your client's buying process. No longer will you confuse TOOLS such as meetings and proposals, with STAGES of the client's buying process. TOOLS are expensive to use and are only effective at certain times when the client is buying. If you consider them STAGES in your client's buying process you will want to maximize them, to use more of them - and then watch as your closing percentage drops while your sales costs skyrocket.

... And You Will Use These Tools to Attract New Clients
Instead of Pursue Them

You will understand how to use the tools and processes you have created to achieve measurable results at each stage. And you will be comfortable using them. You will realize that many of the expensive tools you had previously created have been used at the wrong place in the buying process, or for the wrong purpose – but no longer! Gone are the days of the fifty page proposal. Newly arrived are the days of the client calling with an exclusive invitation to their project.

You Will Measure And Manage Selling Like A True Management Science

Meaningless language like “hot lead”, “cold lead” and “warming up leads” will be gone forever. You will measure leading key performance indicators with understanding, conviction, and purpose, instead of lagging indicators that have wasted your time for so long. You will have sales meetings that generate consistent results, and a strong bottom line, instead of missed revenue targets.

For the first time, you will be confident, comfortable and effective, selling your valuable consulting services for a premium price and you will become selective about the clients you accept.

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