New ideas for innovative products and businesses are formed every day, yet few successfully disrupt their respective field. The execution of an idea can be as important as the idea itself, and the people who drive the execution are, in effect, the critical success factor.
Tag: Consulting
Leadership vs Management – Strengths and Weaknesses
The business world offers many differing opinions regarding the leadership vs management debate. In 1989, Warren Bennis listed a dramatic comparison between leaders and managers. Differences included concepts such as “The manager imitates; the leader originates” and “The manager accepts the status quo; the leader challenges it.”
Assessment-Based Selling – Better Sales Conversations Produce Better Sales Results
Every system, solution or service purchased by the enterprise that has even a hint of complexity involves a series of conversations with sales reps. These conversations, especially the early conversations, provide valuable insights to the buyer that greatly informs the purchase decision.
Most Effective Way To Get B2B Marketing Leads to Meet with Sales People
Now I’m going to explain HOW to get marketing leads to meet with salespeople, which will provide a major boost to your growth goals.
5 Ways Consultants Can Ensure Clients Implement Recommendations
Consultants have the opportunity to create change in client’s organizations, but change doesn’t happen unless they ensure recommendations are implemented. Most consultants have faced the difficult situation in which clients don’t quite seem to agree with the suggestions brought to the table.
How Digital Transformation Will Change Consulting Business Models
Four years ago, the Harvard Business Review published an article that predicted the disruption of the consulting industry as a result of the evolving digital economy. Over the past few years, we’ve seen that disruption start to develop.
A Consultant’s Guide to a Winning Sales Pitch (Part 2)
In our first blog we covered common missteps to avoid in a wining consulting sales pitch. Here, we’ll explore some practical steps for developing your pitch.
Developing a unique sales pitch that works is a not an easy proposition. Consultants with very technical expertise are often foisted into a position that is equal parts marketer and equal parts salesperson.
So, What Exactly is Innovation Consulting?
The consulting industry is multifaceted. From strategy consulting to social media consulting, different types of consultants excavate every part of a business, identifying areas of weakness to minimize and strategizing how to capitalize on areas of strength. One of the more recent branches the consulting industry has developed is innovation consulting.
A Consultant’s Guide to a Winning Sales Pitch (Part 1)
There are 49,195 businesses listed as management consultancies in U.S., according to Standard Industrial Classification (SIC) issued by the U.S. Securities and Exchange Commission. If you add a similar code for Engineering, Accounting, Research and Management, then that is another 331,921 businesses or nearly 400,000 potential competitors that consultancies have to navigate!
Consulting Process – Understanding The Discovery Phase
The first step of the consulting process is the discovery phase. Discovery involves gathering data from multiple sources before the consultants apply their expertise to solve a business problem. The discovery phase of a consulting engagement is therefore key to the consulting process.