Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

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ebb’s THIRTEEN TRUTHS
I introduced “ebb’s 13 truths” to the ebb associates fledgling staff in 1990 at our
newly opened Norfolk office. They have served me, ebb associates, and the consultants
I coach well over the years. I had never analyzed them until I started writing
this marketing book. I was fascinated to discover that nearly all of them are
related to advice about marking! Let’s take a look at them. They are listed in Exhibit
12.2 and explained in detail below.
Exhibit 12.2. ebb’s Thirteen Truths About Consulting
1. You need clients more than they need you.
2. Listening is imperative.
3. Do your homework.
4. You must believe in what you do.
5. The more specialized you are, the more difficult it is to
obtain business; the more generalized you are, the less
credible you’ll be in potential clients’ eyes.
6. The time to market is all the time.
7. The most important time to market is when you’re too
busy to do so.
8. A billable day is a billable day.
9. If you’re in it only for the money, you may not succeed.
10. Satisfying your client is your most important responsibility.
11. Your personality, not your expertise, will land most contracts.
12. Dress for success.
13.
Quality: first, last, and everything in-between.
Marketing Your Consulting Services
ebb’s 13 truths