Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

• What specific geographical area do you want to serve?
• Do you want to work for government, non-profit, or for-profit organizations?
• In what industry are you specializing? What is desirable about this industry?
Should you change or expand industries?
• Do you wish to serve groups or individuals?
• Do you wish to serve special markets such as start-ups or mergers?
• What is your pricing strategy and structure? How do your pricing strategy and
structure differ from your competitors’?
• What kinds of projects do you want to conduct?
Your answers to questions like these will reflect the kind of business you wish
to develop. For example, your strategy may be to focus on medium to large financial
institutions, located along the East Coast, that are facing mergers and need assistance
working toward efficient, shared visions of the future.
Skill Preferences
The knowledge, skills, and talents you use on each job help you to enjoy the work
you do. The Skill Preferences Chart in Exhibit 2.2 will help you analyze some of
the tasks you do for various clients. The degree to which you prefer one kind of
work over another will guide you to the kind of work you will want to repeat for
other clients.
Complete the Skill Preferences Chart to help you identify the kind of work you
would prefer to do with clients in the future. What does your completed chart tell
you about the kind of work you prefer?
Internal Assessment: What’s Your Company’s Marketing Success? 31