The Accepted Authority
In The Accepted Authority, Greg Roworth discusses how owners of consulting firms can generate a predictable flow of premium opportunities to grow their business. Each weekly show features a lively discussion of a common growth challenge, covering strategies, tools, mistakes and how Greg has achieved results with clients or in their own business. Always useful, entertaining, and never more than 20 minutes. Sponsored by Business Flightpath.
Episodes
89 episodes
89 - The Five Ages Of Marketing For Consultancy Firms
Today, I want to discuss the five stages of marketing your consultancy practice. From my experience with hundreds of consultancy firms and my own practice, I've identified five distinct ways consultancy firms market their services....
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16:08
88 - Promotion V Positioning
Most consultancy firms tend to work on promotion as their marketing strategy, judging by their websites and the way they present themselves and their firms both online and in networking meetings. However, from what I see, promotion create...
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15:25
87 - The Question Your Marketing Must Answer
There is one critical question your marketing must answer, if you are going to be able to create relevant marketing messages that connect with your ideal clients.I see a lot of marketing from consultancy firms that fails to answer this ...
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16:00
86 - How Much IP Should Consultants Give Away?
Many consultants have a fear that if they give away any or much of their valuable intellectual property in their marketing process, the recipients will use that material to solve their own problems instead of coming to the consultant who provid...
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20:08
85 - The Fast Path To New Clients
Most consultancy firms make a big mistake in their marketing that slows down their progress to new sales and acquiring new clients or may prevent them having an opportunity with some potential clients at all.There is a predominant tool ...
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23:43
84 - The Value of Focused Specialization for Your Consulting Firm
In many consulting firms, operational processes are more complex than they need to be. Rather than offering a wide range of services to potential clients in order to achieve higher revenues, in my experience, operating with a focused spec...
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17:06
83 - How To Be Attractive To Your Target Market
Many consultancy firms do a lot of activities in their marketing with the aim of attracting their target market. But do these activities actually attract?A lot of the activities I see consultancy firms engaging in don't get the re...
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22:35
82 - How To Avoid The Sales Roller Coaster
One of the most common scenarios that consultancy firms experience is what I call the sales roller coaster. That is where the firm goes from being busy with client delivery work for a while, maybe a month or two, and then goes through a s...
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Episode 82
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20:47
81 - The Three Steps To Systematic Client Acquisition
For most consultancy firms, client acquisition is not a systemtic process. Typically, we get clients through referrals and maybe networking, which ends up being a referral process too. Unless we have our marketing systems pe...
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21:23
80 - What Is Branding Really For A Consultancy Firm?
I believe there is actually a lot of confusion about the importance of branding and what branding actually is for many owners of consultancy firms. In this episode, I reveal my take on what branding really is and how we can waste a lot of...
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16:41
79 - Marketing is a Journey, Not an Event
Many consultants make the mistake of hurrying an potential client towards the sale, without realizing that this process violates the normal buying journey that all potential clients take.Our approach to selling is more like seeing the s...
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22:01
78 - Creating Demand For Your Consultancy Services
Many consultancy firms are great at satisfying demand for their services, but not so great at creating demand for their services. Most consultants start out in business for themselves and develop a team around them because they ar...
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25:19
77 - Consultancy Practice or Consultancy Business?
In this episode of The Accepted Authority Podcast, I discuss the difference between a consultancy practice and a consultancy business.I see most of the consultancy firms that I come across being run as a consultancy practice, which tend...
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20:38
76 - How to Plan for Accelerated Growth of Your Consulting Firm in 2024
As we come to the end of 2023, I'm hearing thought from many consultants about how glad they are the 2023 is nearly over, but that they are worried about how the challenging economic environment might affect them in the new year.What ap...
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25:33
75 - The Need For Speed In Selling Consulting Services - Not
Many consultants display and obvious need for speed when it comes to selling their consulting services. However, this need for speed is counter productive to results.Your need for speed in selling your consultancy services undermi...
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21:00
74 - Marketing Consulting Services Effectively
Marketing your consulting services as a consultant or owner of a consulting firm is often a challenge to conduct effectively. By effectively, I mean that your investment in marketing actually delivers new clients rather than just getting ...
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18:01
73 - Your Competitive Strategy To Differentiate Your Consultancy Firm
Many owners of consultancy firms struggle to differentiate their consulting practice from their competitors and often have to compete against them to present proposals. Often in these situations, the cheapest quote wins. This is not...
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18:22
72 - How To Become The Accepted Authority In Your Field
What does it take as an owner of a consultancy practice to be regarded as the accepted authority in your field?Does it need someone to appoint you to that position?Of course that's not how it happens.Does it need u...
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20:49
71 - Making Lead Flow Consistent and Predictable
Many consultancy firms suffer from inconsistent workloads which are the result of inconsistent lead flow. Inconsistent lead flow comes about because of the manual labour involved in the way most consultants attend to the activities requir...
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20:24
70 - Sell Your Service With Power and Authority
Selling consultancy services comes with a specific set of problems that relate to the levels of trust and belief that is established with your potential client. The typical lead that comes from a referral has led us into some habits in th...
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22:59
69 - Your Stance As The Accepted Authority
When it comes to selling your consulting services at a sales meeting, what is the stance you adopt?If your stance is to try to win the sale every time, perhaps you actually undermine your authority. Your attitude towards the sale ...
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18:11
68 - What Do You Offer?
Most consultants are very good at communicating who they are and what they do, but most potential clients aren't interested in that, until they know it's relevant. Being able to frame the answer to the question, "What do you do?" in terms...
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18:40
67 - The Benefits of Authority Positioning
When you are ready to scale your consultancy practice you need to be able to generate new business beyond the reliance on referrals that come organically from doing great work with clients, or through networking. You can't scale a busines...
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20:50
