How to win consultancy work?
Discussion
Ok, so here's the situation...
.. I can sell myself and my skillset very comfortably as part of my work, as I am aware of the experience and work that I've done historically to date.
I am now being asked to start 'winning' work for the company as part of a possible evolvement (is that a word?) of my current role.
What exactly and how, should I be doing this? company will be supporting me, but I'd like to research first!
Is it a case of just selling the company's wares as opposed to just mine? How do you 'tout' for work?
Any hints or tips? Any help appreciated even if it is specific to your market/industry!
Cheers!
.. I can sell myself and my skillset very comfortably as part of my work, as I am aware of the experience and work that I've done historically to date.
I am now being asked to start 'winning' work for the company as part of a possible evolvement (is that a word?) of my current role.
What exactly and how, should I be doing this? company will be supporting me, but I'd like to research first!
Is it a case of just selling the company's wares as opposed to just mine? How do you 'tout' for work?
Any hints or tips? Any help appreciated even if it is specific to your market/industry!
Cheers!
Winning Consultancy work generally starts with working with people, listening to their problems and saying "You know. We're not doing that kind of thing for you at the moment but did you know that we could help you with that?"
The vast majority of consulting business is "re-business".
When it comes to selling brand new projects with completely new clients that's astonishingly hard work. Our angle is to sell consulting on the back of a software package that they can actually see a demo of - or even deploy "as is" to make a start.
Selling visions is Accenture's business - and, frankly, they can keep it.
The vast majority of consulting business is "re-business".
When it comes to selling brand new projects with completely new clients that's astonishingly hard work. Our angle is to sell consulting on the back of a software package that they can actually see a demo of - or even deploy "as is" to make a start.
Selling visions is Accenture's business - and, frankly, they can keep it.
Don said:
Winning Consultancy work generally starts with working with people, listening to their problems and saying "You know. We're not doing that kind of thing for you at the moment but did you know that we could help you with that?"
The vast majority of consulting business is "re-business".
When it comes to selling brand new projects with completely new clients that's astonishingly hard work. Our angle is to sell consulting on the back of a software package that they can actually see a demo of - or even deploy "as is" to make a start.
Selling visions is Accenture's business - and, frankly, they can keep it.
thanks Don; i understand your reference to 're-business' as this is how we work currently and as such, i have some experience in this. It was more about winning 'new' work from 'new' clients - this is currently held hush hush behind closed doors The vast majority of consulting business is "re-business".
When it comes to selling brand new projects with completely new clients that's astonishingly hard work. Our angle is to sell consulting on the back of a software package that they can actually see a demo of - or even deploy "as is" to make a start.
Selling visions is Accenture's business - and, frankly, they can keep it.
Burba said:
It was more about winning 'new' work from 'new' clients - this is currently held hush hush behind closed doors
Look up a sales method called "Solution Selling". THere's a book or two on the subject worth reading. Wait until you see the section on prospecting - you shovel a lot of worthless calls in the top of the hooper to get a few nuggets of business out the bottom.We actually employ a sales business to call on our behalf. Then we only deal with partially qualified leads.
Don said:
When it comes to selling brand new projects with completely new clients that's astonishingly hard work. Our angle is to sell consulting on the back of a software package that they can actually see a demo of - or even deploy "as is" to make a start.
Selling visions is Accenture's business - and, frankly, they can keep it.
I'll go with that, I've found the hardest bit is getting in front of someone. If we can get to speak to someone face to face then it really helps to generate work.Selling visions is Accenture's business - and, frankly, they can keep it.
One thing that we have found incredibly useful is to partner with companies like Accenture, let them sell the work and deliver discrete units through them where they are missing the skills, availability or there is a high risk to them. Effectively we have people that appear to be working for a number of large consultancies yet are provided via us.
bga said:
Don said:
When it comes to selling brand new projects with completely new clients that's astonishingly hard work. Our angle is to sell consulting on the back of a software package that they can actually see a demo of - or even deploy "as is" to make a start.
Selling visions is Accenture's business - and, frankly, they can keep it.
I'll go with that, I've found the hardest bit is getting in front of someone. If we can get to speak to someone face to face then it really helps to generate work.Selling visions is Accenture's business - and, frankly, they can keep it.
One thing that we have found incredibly useful is to partner with companies like Accenture, let them sell the work and deliver discrete units through them where they are missing the skills, availability or there is a high risk to them. Effectively we have people that appear to be working for a number of large consultancies yet are provided via us.
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