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Full Seminar Recordings now available |
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If the last year has proven anything to the consulting community, it’s that growth in the current climate requires a radical shift in the way we generate new business and the ways we justify client investment in our consulting services. To fully appreciate this, think about how your own purchasing behaviour has changed: Ø Before taking on new financial commitments, are you reflecting more than you would have done previously? Ø Are you spreading payments over a longer period and/or linking those payments to results? Ø Are you talking to more potential providers? Ø Are you trying to make existing facilities last longer? Ø Are you increasingly conscious of the costs / risks associated with change? Selling in a sector where contracts generate revenue for months rather than years, this change in mindset has profound implications. As a consultant eager to sustain and grow your revenues, how do you adapt to meet this new environment? How can consultants successfully engage with “post-crunch” decision-makers?
“Sink or Swim” builds on these foundations but addresses how consulting professionals’ approaches must be radically adapted to address the challenges of the new “post-crunch” economy.
The Problem (aka “Sinking”) Delegates came away with key insights into many aspects of the problems now facing the consulting industry, including: -> A consensus view of how the business climate has changed and how clients’ expectations are changing too -> An understanding of why White paper marketing and introductory meetings are producing diminishing returns and why approaches to winning new business must therefore be adapted -> Why “our story”, “our expertise”, “our results” and “our brand” are now producing client resistance rather than acceptance… and why clients are now resisting - even resenting - follow-up from consultants -> The factors that mean alliances are increasingly unlikely to deliver on expectations -> Why most networking is now a waste of time – including LinkedIn forums -> How first meetings are likely to be derailed, even when all seems to be going well The Radical Shift (aka “Swimming”) Delegates worked together, led by the course facilitator John Niland, to uncover the ways their business practices could be transformed to thrive in the new “post-crunch” economy. Topics addressed during the programme were wide-ranging and included:
a) Value proposition > How to deliver “value-up-front”, and why this is attractive both to clients and alliance-partners in this new economic climate > The difference between genuine value-centredness and fake value-centredness... and how clients detect this > Keeping in touch in ways that have value, and don’t provoke resentment or resistance
b) Reaching prospects > Ways in which strategic alliance partners can help through the downturn > Approaching the referral-conversation in a value-centred way, making it easy for clients to open-doors, and making it easy for you to have the conversation in the first place > Social media e.g. LinkedIn – how to use it – what is a waste of time? The role of social media in “Enquiry-Led Marketing” > The role of external experts e.g. PR. When to use them, how to integrate these with the five “sustainable sources” of leads > Perfecting the customer journey, so that your pipeline becomes more predictable
c) Communicating and engaging > The first-meeting – how to run it to get the best results – how to avoid provoking hesitation > Dealing with senior people – pitfalls to avoid so that your services don’t get delegated down the chain > Getting clients to share their problems: the essence of trust. Examples and role-play > How to reach totally unknown people without “propositioning” them Who will these seminar recordings benefit? The course content will produce the most dramatic results for those consulting professionals who have responsibility for raising the practice’s profile with clients, reaching and engaging with client decision-makers and ultimately securing new consulting business. Delegates most likely to benefit will be consulting professionals who are i) sole practitioners, ii) working within SME consulting practices or iii) establishing and growing new practice areas within a mainstream consulting brand. Accessing the Course Recordings For those readers who were unable to participate in person, the Top-Consultant team have recorded all the sessions from the day and these are now available to download and watch on your PC at your convenience. You'll be able to access all the content from the day itself and also from the four follow-on webinars that delegates have attended since the seminar took place. This is great news for busy consultants as client commitments and overseas travel costs no longer need be a barrier to you tapping into John Niland’s expertise. >> Register to access the seminar recordings and 4 month course follow-up materials for just £295 + Vat [a SAVING of £190 + Vat compared with the actual delegate rate] ____________________________________________________________ About John Niland The course-leader is John Niland, one of Europe’s best known business advisors who specialises in the consulting sector. Many consultants will already know John from previous Top Consultant conferences, with his past seminars having attracted a 100% satisfaction rate. For the past decade, he has been working with consulting firms and professionals who want to dramatically raise their fee income – without dramatically raising their hours of work. Costs and Guarantee The investment is £485 + Vat for those attending the seminar in person or £295 + Vat if accessing the seminar recordings. From past feedback on John’s courses we know you will complete the programme delighted with the insights you have gained and the results you have reaped. We therefore guarantee that if you implement the approaches you’ll learn in this course you will earn additional business in 90 days or less – or your money will be refunded in full. Need assistance? Should you need any assistance with gaining access to the event recordings please email: customer.services@top-consultant.com or call the Top-Consultant team on +44 (0)207 667 6880 |
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