The ONLY 3 Activities Consultants Should Focus On

Consulting-Activities

There are three things and really only three that you should be spending your time on each day.

You may find that extremely exciting. No longer do you have to try and tackle a long and growing to-do list.

Proactively follow up with leads, set meetings and calls. Enter meaningful sales conversations. Done right this focus will grow your revenues like no other activity.

Or you may find that idea scary because it requires you to become even more focused and to remove all the distractions around you.

Whichever side you’re on it doesn’t change the importance of these three things.

And if growing your consulting business is a priority don’t underestimate the power of what I’m about to share with you.

Priority #1: Serve Paying Clients

1

Your first priority should always be to serve your paying clients.

They deserve the most from you.

When you start your day always begin with your clients in mind.

Have a clear plan of what you need to do that day to serve them in the best possible way and provide them with exceptional value.

You’ll want to spend 30-50% of your time on this priority.

They are the lifeblood of your business.  Never forget that.

Priority #2: Close Deals and Work Your Leads

2

Once you’ve taken care of your clients you can move to your next most important activity – working the leads you have in your pipeline.

Why is this so important? A percentage of the leads in your pipeline will become your paying clients.

If you use the right strategies and approach a significant number of them will become clients.

When you learn what type of marketing will work for your specific situation you’re able to take the right actions to improve your marketing and get results from it.

This is a revenue generating activity. It’s the straight-line from getting where you are to winning more business.

Proactively follow up with leads, set meetings and calls. Enter meaningful sales conversations.

Done right this focus will grow your revenues like no other activity.

You’ll want to spend 25-40% of your time on this priority.

Priority #3: Marketing and Lead Generation

3

This is the top of your funnel. Marketing and lead generation are activities you always want to be engaged in.

Failure to focus on bringing in more leads results in having a dry pipeline and a severe lack of business and opportunities.

In my Marketing for Consultants Coaching Program I teach strategic marketing tactics that can fill your pipeline quickly. A way to attract your ideal clients.

The actual tactic you choose to generate leads isn’t as important as making sure that you’ve selected the right one. Not every approach works for all consultants.

There isn’t a one-size fits-all approach.

When you learn what type of marketing will work for your specific situation you’re able to take the right actions to improve your marketing and get results from it.

You’ll want to spend 25-40% of your time on this priority.

The Percentages

Why such a range in the percentages of how much time you should spend on each activity, you ask?

Great question. The reason is that it depends on what stage you are at.

If you’re brand new to consulting you’ll need to spend more time on building your pipeline.

If you’ve been a consultant for a while and have some potential leads and clients already you’ll spend a greater percentage of time on priority #1 and #2.

Makes sense, right?

Getting Focused

When you plan your day, look at your week and month you want to ensure that you’re spending your time focused on each of these priorities.

Anything you want to do should fit into one of these three priorities. If it doesn’t, it likely won’t help you to grow your business.

How are you currently spending your time? Do you see how focusing on these three activities is so valuable?

SPECIAL WEB TRAINING TO ATTRACT MORE CLIENTS

Would you like to learn how to consistently attract your ideal clients?

Are you tired of relying on referrals or ineffective marketing to grow your business?

In this free web training you’ll learn the 5 Pillars to Create and Scale Your Consulting Business to Six and Seven Figures.

And how to do it in a sustainable long-term way that focuses on serving your clients at the highest levels and providing value.

Watch the free web training now

  • Michael H.

    I always appreciate your insights, and once again these are excellent points I needed to hear. One question: Where do you classify time spent on developing new intellectual property, consulting tools, and product/service offerings?

    • Great question! That goes under #3 as you develop the right materials, IP, build authority etc to bring in those leads.

  • Martin J Williams

    A good article. I see there are 4 core activities, and perhaps a lesser 5th activity, in professional services firms. As above I agree that we need to Market – Sell – and Deliver. As a business owner there’s also Operate, which covers all those admin tasks. Finally, there’s Partner, which is in support of any of the other 4 activities.

    • Martin – operations/admin shouldn’t however be your FOCUS. Most admin tasks you can get someone to assist with so you can stay focused on the core 3 value producing areas. You’re right in that a larger professional service firm with more staff will have different people focusing on different areas. For the small firm owner or solo consultant however staying focused on the core 3 provides the greatest growth and results.

  • Great ideas and i can really relate to these. These 3 can really apply to any business. I remember back in 2005 I had a million dollar cleaning company and was doing 2 & 3 real well (signing on customers and marketing). #1 suffered. The company could have grown and become so much more profitable had I focused on that part more in the beginning as the cost to attract a customer increased over the years. It took sometime to clean that part up, but in all my businesses today I always focus more time on #1 which helps us grow more rapidly and be much more profitable long-term.

    • Great example and thanks for sharing your story. Congratulations on the success of your company. What are you focusing on these days?

      • I sold my cleaning company in 2012 and I also sold an online company last year . Currently focused on a new Startup called SocialQuant. We help entrepreneurs build large followers on Twitter based on selected keywords entrepreneurs give us and then we give them back the analytical data on what keywords work and what doesn’t so they can use that data in other marketing and social media marketing. Pretty cool and excited to have become CEO of the company. GROWTH TIME 🙂

        Really love your blog. Great content!!!!