As a small consulting firm or independent consultant have you ever felt you can’t compete with a larger firm?
Have you found yourself shying away from going after larger clients and new business opportunities because you think you can’t compete?
Over the last 17+ years in the consulting business I’ve heard this concern from many consultants.
Don’t lean back and shy away. Instead lean in and share with the buyer why your expertise will help them to solve their problem and why you can do that better than anyone else.
Here’s how you can compete and win against larger firms…
1. Focus on your strengths, not your weaknesses.
Too many consultants try to compensate for their weaknesses. Instead they should be focusing on what makes them unique and WHY they are so well positioned to add value.
2. Be confident.
When a buyer says “you haven’t worked in our industry before” don’t go on the defensive or get knocked down.
Instead respond with “You’re right, that’s exactly why you need me.”
I remember being in a meeting with a large insurance company once when one executive questioned my lack of insurance experience. My response: “You’re right, that’s exactly why you need me. You guys have plenty of insurance experience. You don’t need me for that. I’m here because Mark (the partner) asked me to help you with your marketing and to attract high net-worth clients, which is my expertise.” Continue Reading