Article | Sales and Marketing
How to ask for a referral – and actually get one
How to maximise the return on your referral requests
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Article | Sales and Marketing
Guide to strategic alliances
Your guide to successfully develop and implement your alliance strategy.
Article | Sales and Marketing
Podcast: The sourcing process from a consultant’s perspective
Listen to Marc Jantzen talking to Hélène Laffitte from the Smart Consulting Sourcing podcast.
Article | Sales and Marketing
Love to pitch
The art, the science and the psychology of how to build effective pitches.
Article | Talent
Is your people strategy up to the job?
How to formulate a robust plan to make next year a success – for your business and for you personally.
Article | Sales and Marketing
How to handle procurement
Perspectives from procurement’s side of the table from the chairman of the Consulting Procurement Council, Alan Gotto
Article | Sales and Marketing
Survey of strategic alliances in consultancies
We have launched a survey for our upcoming guide to how consulting firms can effectively develop and implement strategic alliances
Article | Sales and Marketing
Why and how to enhance your value proposition
Marc hosted a webinar giving members the opportunity to perform a gap analysis on their value proposition and identify areas for focus to support the growth of their business
Article | Sales and Marketing
How to structure your sales organisation
The pitfalls of the most common ways to structure your consulting business’s sales organisation – and how to avoid them.
Article | Sales and Marketing
How to develop your sales proposition,
process and capability
Recently our founder, Marc Jantzen, joined Alan Morton, MD of SBR Consulting, to talk, amongst other things, about how to develop your sales proposition, sales process and organisational sales capability.
Article | Strategy and Leadership
What is it like to be led by you?
Member spotlight: We invited member Martin Coburn to share his expertise on leadership.
Article | Strategy and Leadership
How to make 2021 your best year yet
How to formulate a robust plan to make next year a success – for your business and for you personally.
Article | Talent
Why and how to leverage team capability
The returns available if you focus on developing your team, and how to accelerate their skills development
Article | Sales and Marketing
40 ways to grow your existing accounts
Most consulting business owners are striving to build a profitable, sustainable and valuable consulting business. One of the most effective strategies for achieving that goal is to systematically grow your existing accounts.
Article | Network News
The clues to success
The Consultancy BenchPress 2020, the first survey of independent consultancies turning over £500k – £20m, reveals that despite Covid negatively impacting 79% of consulting businesses, almost half expect revenue to increase in the next 12 months.
Article | Strategy and Leadership
Handling an approach from a potential acquirer
Even if you are not looking to sell, as a consulting business owner you should know what to do (and what not to do) if a buyer were to get in touch with you. Because how you respond dramatically affects your potential value should you choose to take the conversation all the way to a sale.
Article | Operations
Top 10 tips to accelerate growth
Download our ‘Top Ten Tips to accelerate growth’. These will help you to identify where to focus your efforts and the pitfalls to avoid if your goal is to grow your consulting business fast.
Article | Sales and Marketing
The problem with marketing –
and how to solve it
A third of consulting business owners that we recently polled said they knew they were not generating any kind of positive return from their marketing investment, or they suspected that they weren’t.
Podcast | Network News
Podcast: Marc’s journey to selling his business for over £10 million
Listen to our founder, Marc Jantzen, speaking to Dan Priestley about the ups and downs of his entrepreneurial career.
Article | Sales and Marketing
Webinar: Key legal considerations for growing your consultancy
Wherever you are on your growth journey, building your consulting business on strong legal foundations means you’re better prepared for whatever lays ahead.
Article | Operations
Optimising the balance of associates and employees
To ensure they have the right qualified resource available to them when they win a contract, how do consulting business owners set the strategy for the resourcing model that’s right for their business, and how do they implement it?
Article | Operations
When David contracts with Goliath
Find out how to stay protected and get paid when your consultancy works with big companies.
Article | Strategy and Leadership
Webinar: Who’s buying who in consulting
Bruce Ramsay’s webinar about recent trends in M&A transactions in the consulting sector offered a fascinating insight into the facts and figures of who’s been buying who since 2017, including what’s been going on since the outbreak of covid-19 in early 2020.
Podcast | Sales and Marketing
Podcast: Marc’s sales top tips
Marc Jantzen, our founder, spoke to James at The Seven Figure Club Podcast about his his top tips on selling and his experience of growing and selling his consulting business.
Article | Sales and Marketing
Webinar: The role of thought leadership in driving inbound enquiries
Marketing is often the area in a growing consulting business that is significantly under-invested in. Trevor Lambert, a marketing specialist, focused on the Thought Leadership aspect of marketing and how to use it innovatively to drive inbound enquiries.
Article | Network News
June event: Structuring your consulting business for success
Yesterday evening was our second event in lockdown. We designed the event to simulate, as much as possible, the face to face event we couldn’t have. Our members networked before the main presentations, as if they were at a physical event.
Article | Talent
Webinar: Why growing your team can be so challenging
Even in the current climate, recruitment is a popular topic, so we were delighted that Caroline Boston, Managing Director of New Minds, a resourcing company specialising in working with consulting businesses, could host for us.
Article | Network News
Spring Conference 2020 – Building a sustainable, valuable business
When we launched The Consultancy Growth Network, we never imagined we’d be delivering our first conference online.
Article | Sales and Marketing
Discounting strategies for consultancies
Say you are a consulting business turning over more than £1m and regularly discounting your fees. If you are making £200,000 profit and giving away, on average, a 10% discount, do you realise that you would increase your profit by 50% if you stopped discounting?
Article | Sales and Marketing
The 2020 guide to improving your sales performance
SBR Consulting are the sales performance champions. They spend all day every day working with growing businesses to refine and improve the effectiveness of their sales activity.
Article | Talent
Don’t make another expensive hiring mistake
Unfortunately, this is a scar many owners of consulting businesses bear: realising you need to part ways with your latest and most expensive hire.
Article | Operations
The right way to build your non-fee earning team
The decision to recruit your first non-fee earning team member is a real tipping point for your consulting business. It proves the growth you’ve achieved so far and your aspirations for your firm’s future.
Article | Sales and Marketing
Use 999 to double your net margin
It’s a bold claim, but it’s one I’ve been making for a while and here’s why. It works.
Article | Financial
Buy a Tesla (other makes of electric car are available)
Going green is absolutely the right way to go. And we all know why.
Article | Network News
The Consultancy Growth Network – our story
Like most owners of smaller consulting businesses, Marc Jantzen had big ambitions for his firm. He worked very hard and he got lots of things right. But he also got things wrong. He sought out advisors to help him make the right decisions.
Article | Operations
What our expert advisors would do differently
Recently we our Expert Advisors on the spot by asking what two things they would pay more attention to if they had the chance to grow their consulting business all over again. Here’s what they said.
Article | Operations
Ten factors that make a professional services firm successful
Dom Moorhouse’s experience of growing Moorhouse Limited from nothing to its £20m sale in just five years is one of the reasons we chose Dom to be part of The Consultancy Growth Network.