Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

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Second, the client will have our undivided attention. Because we are small, we
handle fewer clients at one time and the client will not be competing with numerous
other clients.
Third, we are less expensive. Since we bid a fixed price per project, there is no
meter running, no additional fee for a phone call, no billable hours to contend
with, no quotas to reach. In addition there is no huge overhead, partner perks, or
extensive administrative support to pay for.
Fourth, the client will have the best expertise. The client will work with a principle
and not deal with a handoff to a junior employee. We provide experts on an asneeded
basis. So the client does not pay the overhead for expertise that is not used.
I am sure you can identify many similar advantages of working with your firm.
The point is, don’t rule out large clients because you are small. It does take the same
amount of time to bait the hook for the big ones, but you will also need to know
where the big fish swim before you catch them. So you should start thinking now
about large companies that you may have avoided in the past due to their size. Know
where the large ones are so that you can cast your marketing net to catch them.
The next chapter addresses your image—another critical aspect of your total
assessment before you begin to design your marketing plan.
MARKETING: TAKE ACTION
1. The assessment of your competitors revealed a great deal about them. Completing
those tasks also revealed a great deal about you and your consulting
practice. What did you learn about yourself and the services you offer while
assessing your competitors?
Marketing Your Consulting Services