Number of Billable Hours is a poor metric for employee performance

Since first reading Alan Weiss' in-depth writings on the subject of value-based fees, I have become a strong proponent of the concept. Several years ago, I introduced a methodology for establishing value-based pricing for construction defect expert consulting services that has been successfully implemented on over a hundred engagements and led to significantly increased profit … Continue reading Number of Billable Hours is a poor metric for employee performance →

The Job of a Consultant is to Produce Content of Value

The product that consultants and other professional service providers offer is essentially themselves. The most effective and efficient means of marketing professional services is through content marketing. By producing content of value, consistently, a consultant can engage with existing and prospective clients in a way that is mutually beneficial. What the Experts Say According to … Continue reading The Job of a Consultant is to Produce Content of Value →

Alan Weiss (@BentleyGTCSpeed) on reaching the “next level” in professional practice

Alan Weiss, the consultant's consultant, knows a thing or two about expanding professional service practices. Most consultants (and other professional service providers) have a goal in mind of reaching the "next level." Having the intention to do so is not enough. There needs to be action, even if that action means doing less so that … Continue reading Alan Weiss (@BentleyGTCSpeed) on reaching the “next level” in professional practice →

To Serve Clients: It’s NOT a Cookbook!

Allison Shields has a great post up at Lawyerist about client service. While directed at attorneys, the same advice applies to consultants and other professional service providers, in my opinion. Client service means adequately addressing the needs of your clients. Or as Alan Weiss puts it, "improving your clients' situation." In my experience, many lawyers … Continue reading To Serve Clients: It’s NOT a Cookbook! →

Marketing Consulting Services Using Cartoons

In my earlier post about how to market professional services like Pokemon, I talked about how companies are using cartoons to market toys to kids. I tried to tie this in with marketing consulting services by showing rather than telling, and suggested that consultants should look for opportunities to capture the imagination of prospective clients. … Continue reading Marketing Consulting Services Using Cartoons →