"I need to get more leads."

Martin Krumbein is the founder of On Target, a strategy execution consultancy based in Germany. He helps mid-sized, family-owned companies implement growth strategies through organizational development, sales and marketing strategies, and leadership coaching. After running his consulting business for three years, Martin faced two significant challenges to grow.

Firstly, he struggled to generate a consistent flow of leads and attract new clients. While he had a base of existing clients from his corporate career, he recognized the need for a more effective approach to expand his reach and client base.

"I started the business with some existing clients I had or contacts I had from my former corporate career," Martin explained. "And I recognize that to grow my business, I need other approaches to get more leads, to get more requests from customers or from potential customers."

Secondly, like many other consultants, Martin grappled with his pricing structure. Initially, he adopted a traditional day rate model, but he sought a method that better reflected the value he created for his clients. "I was looking for approaches to better market the value I'm delivering and combine with this to get more of the cake from the customer's benefits. So increase my rates," he said.

Martin was adamant about running a very lean consulting business — to grow his business without hiring additional people.

Laser-Focused Business Development

To solve these challenges, Martin first turned to the Consulting Success® book, and then, our Momentum course. Both the book and our course provided him with valuable strategies for customer acquisition and marketing. He wanted to dive even deeper, so he invested in our Clarity Coaching Program.

Working with Consulting Success, Martin implemented several key strategies to help solve his biggest bottlenecks:

• Consulting Pipeline Management: His coach helped Martin develop a consistent rhythm for managing his sales pipeline, ensuring regular contact with prospects. "We worked very intensely on pipeline management, finding a rhythm to be in touch with people in my sales pipeline on a regular basis," Martin shared.
• Magnetic Message: Martin learned to clearly articulate the benefits and value he provided, creating case studies and project results to showcase on his website and marketing materials. This helped to effectively communicate his value to potential clients.
• Content Creation: Martin was encouraged to produce regular content, such as blog posts and case studies, to maintain market visibility. "Michael helped me find ways to produce content despite my busy schedule," he said. This included leveraging speaking engagements to gain more traction in the market.
• Value-Based Pricing: Martin's coach guided him to transition to a value-based pricing model. This shift allowed Martin to close two retainer contracts based on value creation within two months. "Developing a concept regarding value-based fees definitely helped me a lot," Martin noted.

A 100% Increase In Revenue

By implementing the strategies learned from Consulting Success®, Martin achieved remarkable results for his business. "I doubled my turnover and income compared to last year. I doubled it. So I grew my business about 100%. And the Consulting Success initiatives, they had a major contribution on that," he proudly stated.

Martin expressed his appreciation for the unique perspectives and expertise provided by the Clarity Coaching Program. "I like their perspectives, so totally different perspectives than you have on your own. So when you're sitting in your office and you have all your ideas around all the time, they gave me some very valuable other perspectives. They totally know their stuff. So they're experts in developing marketing system, developing consulting, consulting, business systems, and I benefit with every contact I have with them."

Through his work in the program, Martin not only overcame his top challenges but also achieved significant growth and success in his consulting business. By implementing effective lead-generation strategies, refining his value proposition, establishing content marketing habits, and adopting a value-based pricing model, he was able to double his revenue and income within a year.

Through our work together, Martin now generates a high-six-figure income per year as a solo consultant.

Key Takeaways

• At the core of your business development is your consulting pipeline. Use a consulting CRM and our consulting pipeline strategy to help manage your incoming business and ensure you don't miss out on opportunities.
• Want to stand out among your competition and attract the attention of your ideal clients? Get specific about your magnetic message: who it is you help, what it is you do for them, and why they should choose you. The better you can define these aspects, the easier it is for you to stand out and command attention.
• If you want to be seen as an authority in your industry, you must build that authority. And that means to share what you know through your articles, case studies, podcasts, etc. This is the highest-leverage marketing you can do.
• Don't charge by the hour. Switching to a value pricing model will help you command higher fees based on the value you create for your clients. It's a harder sell, but once you practice it, you'll be positioned to earn premium rates.

Work With Us To Grow Your Consulting Business

In our Clarity Coaching program, our coaches have helped over 1000 consultants to build a more strategic, profitable, and scalable, consulting business. To discover how we can help grow your consulting business:

• Read our case studies, client success stories, and testimonials.
• Learn about us: our story, mission, values, and beliefs.
• Visit our Clarity Coaching landing page to learn about our program and community.
• Schedule your FREE growth session call with one of our experts.