The Consultant’s Job: Value Creation

Value-Creation

Here’s a consulting question I received as part of the “Ask Michael” series:

“When carrying out consulting services for a client that is known not to be a big spender though a highly profitable transnational company, how can I as a consultant to the firm, get a fair payment for a job well-done?”

The job of every consultant is to help clients find areas of inefficiency in their business. Places where money and resources aren’t being spent well.

And then helping the client shift those resources to areas where they will be more profitable.

Every client has a problem they want a solution for. They have a goal they want to achieve.

You need to show them how to reach their goal while providing as much value for them as possible.

If you focus on value for your consulting client, in most cases, they’ll be happy to shift more money to your project. It just has to make sense for them.

Your job is to show them how and why it does.

To Guarantee, or Not To Guarantee

Consulting-Guarantee

Here’s a consulting question I received as part of the “Ask Michael” series:

“Dear Mr. Zipursky

Thank you for your kindness. I am a business consultant and have a problem in my job. Some of my customers ask me about some kind of guaranty about the result of my consulting services. How can I assure them about the results without giving them any guaranty? 

Thank you

S.Samadi”

Hi S, I believe you should offer your clients a guarantee.

If you’re confident in your skills and know you can produce results for your clients than there is no reason not to provide them with one.

Guarantees are powerful.

They remove the risk associated with paying a consultant. Continue Reading

Collaborative Consulting and The Power of Consistency for Consultants – Podcast

JacobMorgan



In today’s consulting interview I have Jacob Morgan on the line. Jacob is the principal and co-founder of Chess Media Group, a management consulting and strategic advisory firm focusing on the future of work and collaboration. Jacob works with organizations looking to understand how changes in technology and behavior are impacting the way we work.

In this interview you will learn:

  • How Jacob got his first consulting client from Craigslist
  • How to build your business even if you have no experience, no contacts and no credibility
  • Why following technology and trends can pay off big
  • How to use consulting retainers
  • The power of consistency for consultants
  • And much more.

How to Sell Consulting Services And Enjoy It – Podcast

AnthonyIannarino

Mike Zipursky: Hey, it’s Michael Zipursky from Consulting Success and on today’s consulting interview, we have Anthony Iannarino – entrepreneur, author and consultant. Anthony is the President and Chief Sales Officer of Solution Staffing, Director of B2B Sales Coach and a daily writer at www.TheSalesBlog.com. Anthony has an amazing story. I am excited to have him here with us today.

Anthony, welcome!

Anthony Iannarino: Hi! Thanks for having me, Michael.

Mike Zipursky: All right, so Anthony, you’re a sales guy – one of the top around and you know your industry very well but many people feel sales and selling are dirty words. Why is this?

Anthony Iannarino: It’s a good question. And there’s some reason that sales has developed a bit of a reputation over the last, say, couple thousand years, right? For a long time there was an imbalance of power where sellers had more information about their product, about the market, about what it was worth than buyers and so we were taught things like tie-downs to say “Michael, you do love your family, right? You do want them to be safe, don’t you? You do want your kids to go to college. How can you go to sleep at night not having signed this insurance contract?” There were all those all kinds of tactics being used, and people got tired of it and the balance of power shifted over time. More people entered the market.

But I think that the point of your question for your audience is a lot of people feel that selling is about being manipulative, or persuasive, or making somebody buy something that they’re not going to benefit from, for the seller’s benefit alone and that hasn’t been true for a long time and it’s certainly not true of consultants.

A little bit of my story, which I’ve shared with you in the past, I would have never gotten into sales if it was about taking advantage of other people. But it’s really about creating value for other people. It’s about finding a way to be beneficial and helping them get a result that they can’t get without you and that’s what makes selling what it is today. It makes you valuable. You’re a value-creator. You make a contribution and you help other people grow.

Continue Reading

How to Become The Industry Expert – Podcast

TimGrahl

Mike Zipursky: Hey, it’s Michael Zipursky from Consulting Success and today’s consulting interview is with Tim Grahl.

Tim’s a consultant, author of Your First 1000 Copies, coach and owner of Out:think where his company helps authors launch their books and manage their brands online. His clients include Dan Pink, Charles Duhigg, Pamela Slim and many others.

Tim is a guy on a mission and I’m looking forward to our call. So Tim, a massive welcome to you.

Tim Grahl: Thank you! Thanks for having me. I’ve been looking forward to it.

Mike Zipursky: So Tim, before you started Out:think, you were running a web marketing company that wasn’t really doing that well. What’s the background on that?

Tim Grahl: I kind of come into it to two different ways. I was a programmer by trade and by schooling so I was doing a lot of web development, and then I was also running my own blog network and so that kind of got me started in the marketing world because I had to get people to pay attention to what I was doing in order to make it successful.

After I sold off the blog network, I was starting to just do web development and marketing for kind of anyone that would hire me. And so that’s how I got started and just started kind of picking up clients here and there.

Mike Zipursky: Right. And when we were talking, you mentioned that that business, it wasn’t prospering and really moving forward in the way that you would have liked. Why do you think that you weren’t seeing the level of success that you kind of set out to in that business?

Tim Grahl: Looking back, the biggest thing that was causing me trouble is I didn’t have any one area of expertise and this kind of hurt me in several ways.

Continue Reading

How to Grow Your Email List by 100+ Names with a Single Guest Post

Email-List-Building

Email marketing is one of the most effective ways to get clients.

You could buy traffic with Google’s AdWords, LinkedIn Ads, or Facebook Ads. But then your expenses shoot up quickly.

But you can’t just buy a list of email addresses and send them sales messages out of the cold—that’s spamming.

Instead, you need to build your own list, and it takes some effort.

You could buy traffic with Google’s AdWords, LinkedIn Ads, or Facebook Ads. But then your expenses shoot up quickly.

Guest posts are often mentioned as the best free way to build your list. And they can be that.

Yet, many people have tried writing them and judged the whole idea a conspiracy by the big sites that get free content from you.

But if you avoid the two most common mistakes, you can make guest posting a very effective lead-generation method for your consulting business.

Have something more to offer

Let’s say you’re a management consultant. You write a guest post about some best practices on hiring. Continue Reading

The REAL Truth About Productivity for Consultants

Karyn-Greenstreet-Interview

Interview Transcript (Draft)

Mike Zipursky:  Hi everyone.  It’s Michael Zipursky of Consulting Success.  In today’s consulting interview we have Karyn Greenstreet with us.

Karyn is the founder of Passion for Business where she works with small businesses to help them with business strategy and to grow their revenues.  She also teaches people how to create mastermind groups.  I’m looking forward to this interview, so Karyn, a big welcome.

Karyn Greenstreet:  Great.  Thank you, Michael.  Glad to be here.

Mike Zipursky:  Yeah.  Let’s go back.  You started your career as an instructional designer.  What does that even mean and what were you doing?

Karyn Greenstreet:  Well, I had parallel careers in my life.  I’ve always been self-employed either part-time or full-time, even when I was in college, to help pay for college expenses, and when I got out of college I started my own business and at the same time had a corporate career.  In my corporate career, I was an instructional designer and basically what that means is I designed classes for corporations.  I worked a lot in the software industry in over about a 20-year period, worked my way up to become International Director of Education for a software company.  That was a pretty good run and during that time I had to learn a lot also about consulting because part of what I was doing was asking a lot of consulting questions in order to know what kind of training program to design for someone, and then to realize whether training was even what they needed or not needed.  Maybe they needed a different solution.

Continue Reading

How to Earn $100,000 to $200,000 For Each Consulting Project

SteveShu-Interview

Interview Transcript (Draft)

Mike Zipursky:  Hey everyone.  Welcoming you back for another consulting interview session.  I’m Michael Zipursky from Consulting Success and today on the show we have Steve Shu with us.

Steve is a management consultant who has worked and consulted for Vodafone Allianz, Nortel, Lucent and Wolters Kluwer, to name a few.  He’s also taught courses in the business school at Irvine University.  Steve, a big welcome to you.

Steve Shu:  Thank you very much for having me, Michael.

Mike Zipursky:  Let’s start by having you tell us what it is you’re doing for clients these days.

Steve Shu:  Great.  Typically, what I do is I help incubate technology-oriented startup initiatives within other companies.  This typically includes things like new business units, innovation areas, new product development, and I also do some pure startups but it’s typically kind of startup initiatives within larger companies.

Mike Zipursky:  Can you give us a bit of a – like if we were to take that idea and break it down a little bit so people can get a bit of a better picture into exactly what it is you’re doing.  Could we just play off maybe a recent project example or one that you’re comfortable sharing what you did?

Steve Shu:  Sure.  One of the clients that I worked for recently was involved with starting up, they wanted to start up a new business unit.  They wanted to move into an adjacent market space leveraging their current software products.  I got involved early on with helping them kind of define the business and also secure the funding from, you know, at the CEO level to invest and develop the business unit, so started off with the funding and the strategy for the business then we went into things like the planning and the incubation and acquisition of new clients and staffing the organization.  That’s a somewhat long process.  The funding efforts can take a few months to a half year and then we go through kind of incubation phases of getting those businesses started. Continue Reading

Turning Consulting Services Into Winning Products

CraigRosenberg-Interview

Interview Transcript (Draft)

Mike Zipursky: Hi, everyone! It’s Michael Zipursky here from Consulting Success and today’s consulting interview is with Craig Rosenberg.

Craig is co-founder of TOPO, a research, advisory and consulting firm that focuses on driving revenue and conversions. Before TOPO, Craig was VP Sales & Marketing at Focus.com and VP Marketing at Tippit that was acquired by Ziff Davis B2B. Craig also writes at the popular Funnelholic blog.

I’ve been looking forward to this call. So Craig, a big welcome!

Craig Rosenberg: Thanks, Michael. I’m excited too. I’ve been thinking about , and openly and very excitedly anticipating this interview so I can’t wait to do it.

Mike Zipursky: Right on. Well let’s start by having you tell us a bit more about your company and what you’re up to these days.

Craig Rosenberg: Thanks for mentioning it.

TOPO, we’ve been around for probably 6 months but it’s a core group of guys that I’ve worked with. It’s part of the founding team from Tippit and one of the other partners I had done consulting before and before Tippit when I was a consultant in Silicon Valley with a boutique consulting firm called Sales Ramp where we worked with high-tech startups to help build their inside sales __[01:39] and sales processes. It’s a group of guys that I’ve worked with over the years.

Basically, we have this belief that today’s organization can create scalable, efficient and repeatable sales and marketing processes – what we call a ‘revenue machine’ and that’s part of the core belief. The second part of the core belief, the sort of core principle behind that is to develop a deep understanding of the buyer and develop what we call a buying process map that allows you to understand how your buyers make decisions and then from there as a foundation, you can layer all your sort of sales and marketing processes on top of that to create a truly effective sales and marketing machine.

It’s cool to go out to market with a dream right in the methodology. That seems to be working. We’ve developed a number of great logos over the last 5 months and frankly, we weren’t sure we were going to get into consulting but we started to have fun, and we started to really have a sort of fervent belief in what we were doing and that led us to say ‘You know what? Let’s put together Topo and let’s go help some people.’ That’s kind of been the guiding principle and it’s been a lot of fun.

Mike Zipursky: Craig, did you just mention that you’ve created logos?

Craig Rosenberg: Oh, I apologize. Logo is a idea of customers. I’m sorry. No, we’re not in the printing business or design business. Yeah, that’s a good one. Logo as in we’ve got a number of great clients that we’ve developed over the last 5 months and we’re really happy about that.

Mike Zipursky: Right on. So you’re focusing heavily on buyer profiles, and driving revenue, and kind of the whole sales process and not designing logos. I just want to make sure on that one.

Craig Rosenberg: Well, we can talk about designing logos. I’m not sure how great that would be for your listeners.

Mike Zipursky: I want to come back to Topo in a little bit. But before we do that, in my intro I mentioned that you ran Focus.com which was acquired. I’m interested to hear from you a little bit about that experience and what it was like building a company and then selling it.

Craig Rosenberg: It’s obviously every entrepreneur that their goal’s not necessarily to sell it, but it have to at least be successful enough to have some type of compelling event rather it’s going public or being bought. The end result was really exciting.

Continue Reading

How to Get Consulting Clients Using Twitter

Get Clients With Twitter

Interview Transcript Draft

Mike Zipursky: Hi, everyone! It’s Michael Zipursky here from Consulting Success. And today on the line, I have Rochelle Moulton.

Rochelle’s a serial consultant (maybe I just invented that term) and now works with authors, artists and consultants to help develop their brands as well as revenue models and strategy.

Rochelle worked at a large consulting firm, and then started her own consulting business and grew that, sold it six years later and then worked in a few different business and consulting roles before really getting into her current company.

Again, I’m really excited to have Rochelle on today’s show. So Rochelle, welcome!

Rochelle Moulton: Thank you, Michael. I’m happy to be here.

Mike Zipursky: Is that a term I just invented – ‘serial consultant’?

Rochelle Moulton: I like that. I’ve heard of serial entrepreneur, but yeah, serial consultant sounds like it just fits.

Mike Zipursky: Same thing: I’ve heard the entrepreneur thing used many times by people and I was always interested when people call themselves serial entrepreneurs, but you can say it about someone else so I thought that would be a good fit for you.

Let’s get started. Rochelle, you helped one of your clients go from earning $500 each speech to earning $15,000 per speech. That’s a massive jump. What did you do to help them?

Rochelle Moulton: It was a massive jump. Thinking about it, we did it in 18 months which is even more fabulous. Continue Reading

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