How Perfect Clients Can Elevate Your Consulting Firm's Success
New client acquisition should be a top priority for all consulting firms, but it seems many firms accept clients solely on a monetary basis. There is no screening for character match. Anyone with a budget and pulse can become a client.
And when the shit hits the fan and projects start go sour one after the other, those same consulting firms get haunted by the spectres of their bad clients for years to come.
Think of the Enron Arthur Anderson fiasco. Enron had been a fundamentally rotten company and as a result of becoming Andersen's clients, Andersen started rotting to Enron's level.
And now all the former Anderson associates are busy covering up their pasts with their dirty employer.
It's not only the company that suffers but employees to who had nothing to do with the corruption.
All this headache and aggravation can be avoided by accepting only perfect clients in your consulting firm. Potential clients should be sifted, sorted and screened. Then accept the best and unceremoniously dump the rest.
How, how to recognise perfect client materials? Well...
This is what we discuss this month's mind-witheringly electrifying episode of Commando Consulting, entitled, "How Perfect Clients Can Elevate Your Consulting Firm's Success".
And when the shit hits the fan and projects start go sour one after the other, those same consulting firms get haunted by the spectres of their bad clients for years to come.
Think of the Enron Arthur Anderson fiasco. Enron had been a fundamentally rotten company and as a result of becoming Andersen's clients, Andersen started rotting to Enron's level.
And now all the former Anderson associates are busy covering up their pasts with their dirty employer.
It's not only the company that suffers but employees to who had nothing to do with the corruption.
All this headache and aggravation can be avoided by accepting only perfect clients in your consulting firm. Potential clients should be sifted, sorted and screened. Then accept the best and unceremoniously dump the rest.
How, how to recognise perfect client materials? Well...
This is what we discuss this month's mind-witheringly electrifying episode of Commando Consulting, entitled, "How Perfect Clients Can Elevate Your Consulting Firm's Success".
Labels: client acquisition, Consultant rainmaker, management consulting
posted by Bald Dog @ Thursday, August 11, 2011
2 Comments:
At Thursday, 19 January 2012 at 23:00:00 GMT-8,
IT Consultant said…
Finding a right IT consultant can be a daunting task. It is essential that a consultant should be skilled and professional enough to work with people who are not aware of technical jargons. He should be able to understand and communicate in simple plain English.
At Friday, 20 January 2012 at 04:26:00 GMT-8,
Bald Dog said…
That's why, even though you work on technical issues, you have to communicate with buyers in business term.
Instead of bits, bytes, kilohertz and milliseconds, we have to talk about revenue increase, cost decrease and expenditure avoidance. This is the language boardroom dwellers understand, and now they can make decisions with expected ROI in mind.
And now you can set your fees against this expected ROI.
Thoughts?
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