Avsnitt
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In this episode, we'll dive even deeper into value proposition design ... and discuss the next critical issue: Defining your consulting firm's ideal client profile or "ICP." Flo will guide you through all key steps, from defining "ideal" to reviewing your best recent engagements, to deriving a crisp description of your ICP.
CreditsVoices, production, etc. by Ash and Flo.Creative and design advice by @calmar.creativInto, outro voiceover by @iamthedakotaMusic also by @iamthedakota
Show notesLink to our handy "Best Engagement Review Guide" (a Google Doc)
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You've heard how important it is to refine your firm's value proposition - so let's get to it! In this episode, Flo will walk you through the process of filling in box nr. #1 in TheVisibleAuthority's "Value Proposition Canvas," and find a comprehensive (and compelling) answer to the question: Why do clients come to you?
CreditsVoices, production, etc. by FloCreative and design advice by @calmar.creativInto, outro voiceover by @iamthedakotaMusic also by @iamthedakota
Show notesNo notes for this one!
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Saknas det avsnitt?
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We've already told you how important it is to refine your firm's value proposition before you refine its bizdev strategy. So, let's explore a framework for doing just that, shall we? Listen to Ash and Flo explaining the "five questions" you can answer to create a compelling proposition, and hear their tips for differentiating your promise to the market.CreditsVoices, production, etc. by Ash and Flo.Creative and design advice by @calmar.creativInto, outro voiceover by @iamthedakotaMusic also by @iamthedakota
Show notesLink to Luk Smeyer's and Flo's piece on TheVisibleAuthority.com (it's titled "Building a Winning Consulting Value Proposition")
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Ever heard the idiom "sh#t in, sh#t out?" Well, it's very much true for business development, too. Which is why, for this first episode in our mini-series about "strategy," Ash and Flo explain which inputs need to go into your bizdev strategy if you're to be successful with it.
CreditsVoices, production, etc. by Ash and Flo.Creative and design advice by @calmar.creativInto, outro voiceover by @iamthedakotaMusic also by @iamthedakota
Show notesNo notes for this one!
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Since we seem to have screwed up last week's upload ... here's the very same episode, yet again, in full length and quality. Apologies, everyone!
Ready to systematize your consulting firm's business development inititiatives? Well, let's start you off the right way then ... and discuss objectives, metrics and targets (yay!). Listen in to this "monologue" episode to hear Flo explain which benchmarks to pursue with your efforts... he'll keep it light on the math, we promise!
CreditsVoices, production, etc. by Ash and Flo.Creative and design advice by @calmar.creativInto, outro voiceover by @iamthedakotaMusic also by @iamthedakota
CreditsVoices, production, etc. by Ash and Flo.Creative and design advice by @calmar.creativInto, outro voiceover by @iamthedakotaMusic also by @iamthedakota
Show notes
CreditsVoices, production, etc. by Ash and Flo.Creative and design advice by @calmar.creativInto, outro voiceover by @iamthedakotaMusic also by @iamthedakota
Show notes
Show notes
Link to the SPI research report Flo mentionsA news release by SPI featuring some of the market stats
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Ready to systematize your consulting firm's business development inititiatives? Well, let's start you off the right way then ... and discuss objectives, metrics and targets (yay!). Listen in to this "monologue" episode to hear Flo explain which benchmarks to pursue with your efforts... he'll keep it light on the math, we promise!
CreditsVoices, production, etc. by Ash and Flo.Creative and design advice by @calmar.creativInto, outro voiceover by @iamthedakotaMusic also by @iamthedakota
Show notes
CreditsVoices, production, etc. by Ash and Flo.Creative and design advice by @calmar.creativInto, outro voiceover by @iamthedakotaMusic also by @iamthedakota
Show notes
Link to the SPI research report Flo mentionsA news release by SPI featuring some of the market stats
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Ready to change how your consultancy "does bizdev?" Great! But chances are, you'll have to convince a few other people in your firm... which is why, in this episode, Ash and Flo sketch out the case for shifting to a more strategic, more systematic way of business development. Enjoy!
CreditsVoices, production, etc. by Ash and Flo.Creative and design advice by @calmar.creativInto, outro voiceover by @iamthedakotaMusic also by @iamthedakota
Show notes
Link to Simon Nathan's LinkedIn-post with the Kennedy Insight dataLink to AI solution vendor "fifthrow.com" (an example for AI solutions "eating into" consulting) -
A new year, a new chapter for the podcast! Listen to how Ash and Flo will focus the show on "systematizing" business development from now on, and hear them explain the concept and underpinning structure so you can understand what's coming (well' be exploring systematic strategy, client journey, firm story and bizdev systems from here on in... we hope you enjoy it!).
Voices, production, etc. by Ash and Flo.Creative and design advice by @calmar.creativInto, outro voiceover by @iamthedakotaMusic also by @iamthedakota
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In a year where many consultancies struggled, US martech boutique "Stitch" crushed it. Their secret? Intentionally designing a strategy around a single tech vendor, and then building from there. Stitch CEO Michael Burton is back to share why doubling down on a partnership like this worked, how the tech consulting landscape is shifting, and why 2025 looks even better. Listen in to learn why sometimes "putting all your eggs in one basket" might be smarter than you think.
Episode guest: Michael Burton, Founder and CEO, Stitch.
Voices, production, etc. by Ash and Flo.Creative and design advice by @calmar.creativInto, outro voiceover by @iamthedakotaMusic also by @iamthedakota
Pls. find the shownotes for this episode at unbillable-hrs.com
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Most consultancies "do marketing" like they think it should be done, which is: as mere promotion. The most successful firms, however, do it differently - and follow a process which, Ash and Flo argue, is much more similar to scientific publishing... Listen in to learn how, why - and why you should consider 'copying science' in this way, too.
Voices, production, etc. by Ash and Flo.Creative and design advice by @calmar.creativInto, outro voiceover by @iamthedakotaMusic also by @iamthedakota
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Did "Gen AI" just create a "leopards-eat-my-face" moment in consulting? Ash and Flo aren't entirely sure yet... but they're certain the technology - with all its current issues - has started to impact the industry. Listen in on their discussion how firms and their marketers should respond:
Voices, production, etc. by Ash and Flo.Creative and design advice by @calmar.creativInto, outro voiceover by @iamthedakotaMusic also by @iamthedakota
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It’s that time of year when consulting firms pull out their crystal balls to forecast the future. But we’re turning the spotlight back on them. Austin McNair from Hinge gives us a sneak peek into their upcoming research on high-growth consulting firms. Curious about what makes firms thrive or want our wild predictions? Tune in and get ahead of Hinge’s newest insights. P.S.: Please participate in their survey to indirectly tell us where we have it all wrong ;) - https://hingemarketing.com/unbillable
Episode guest: Austin McNair, marketing lead, Hinge
Voices, production, etc. by Ash and Flo.Creative and design advice by @calmar.creativInto, outro voiceover by @iamthedakotaMusic also by @iamthedakota
Pls. find the shownotes for this episode at unbillable-hrs.com.
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Ever wonder why consultancy marketing is such an uphill struggle? Well, we've identified the root causes—and in this episode, Ash and Flo will both present them to you and share tips for resolving them. Enjoy!Voices, production, etc. by Ash and Flo.Creative and design advice by @calmar.creativInto, outro voiceover by @iamthedakotaMusic also by @iamthedakota
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Ever wondered whether setting up one of those LinkedIn-Newsletters we're all constantly invited to subscribe to would be ... worth it? We always had our doubts... until we came across Westofcenter's Andy West, who, clearly, aced the LI-NL with his helpful, concise, and, above all, highly social "Agency Advisory." So... we invited him to the show, and asked him to explain ...
Episode guest: Andy West, founder, Westofcenter Consulting
Voices, production, etc. by Ash and Flo.Creative and design advice by @calmar.creativInto, outro voiceover by @iamthedakotaMusic also by @iamthedakota
Pls. find the shownotes for this episode at unbillable-hrs.com.
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Stressed out by "new biz," RFPs, pitches and proposals? Might be your firm's vague value proposition is at fault... Listen to Ash and Flo discussing the "downstream" issues caused by too broad, too generic propositions, and how these lead to much-too-high pre-sales and bid management efforts and business development cost. Oh, and, stay tuned for their tips re. how to do better!
Voices, production, etc. by Ash and Flo.Creative and design advice by @calmar.creativInto, outro voiceover by @iamthedakotaMusic also by @iamthedakota
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We constantly tell consultancy marketers to speak less about what their firms do, and more about which outcomes they can deliver. But hey, easy for us to say, right? What are you supposed to do if your firm doesn't seem to have any hard outcome data points to share? Ash and Flo explain:
Voices, production, etc. by Ash and Flo.Creative and design advice by @calmar.creativInto, outro voiceover by @iamthedakotaMusic also by @iamthedakota
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Can you position - and then successfully grow - a firm by positioning it around a extreme, if not "radical" candor? Nikhil Suresh and his colleagues over at Hermit Tech (a "radically ethical" data consultancy) sure think so - and continue to make waves by calling out the bullshit in all things digital, data, and AI. Listen in to hear Nik speak to how it's working for them!Episode guest: Nikhil Suresh, co-founder, Hermit Tech
Voices, production, etc. by Ash and Flo.Creative and design advice by @calmar.creativInto, outro voiceover by @iamthedakotaMusic also by @iamthedakota
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Do your firm's service websites convert... or stink? Chances are, they're at least a bit smelly - simply because that's the expected state of things in this industry of ours. But don't fret... you can make them much, much more effective quickly by using the principle and structure Flo discusses in this episode.Oh, you might want to reference this Bain website as you listen to this (it's our case example for this episode).
Voices, production, etc., by Flo only (just this time).Creative and design advice by @calmar.creativInto, outro voiceover by @iamthedakotaMusic also by @iamthedakota
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It's a summer break replay y'all ... focused on a key, key topic:Strategic account management - if well executed - is one of the best ways to win new work for a firm. Which is why we invited friend of the show and account strategy expert Ute Wellenberg to explain how she drives effective account planning. And, well ... Let's just say: If your job is to market a consultancy - you can't miss this episode!
Episode guest: Ute Wellenberg, friend of the show and account strategy GOAT (so to say).
Voices, production, etc. by Ash and Flo.Creative and design advice by @calmar.creativInto, outro voiceover by @iamthedakotaMusic also by @iamthedakota
Pls. find the shownotes to this episode at unbillable-hrs.com!
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In our experience, many consulting workshops are far less effective than they should be – and it really has to change. Which is why we invited Mesozoic’s João Landeiro, an expert in workshop design and facilitation, to hear from him how experts can turn unfocused examples of do-not-much ‘executive education’ into laser-focused productivity sessions driving real results.
Episode guest: João Landeiro, founder, Mesozoic.
Voices, production, etc. by Ash and Flo.Creative and design advice by @calmar.creativInto, outro voiceover by @iamthedakotaMusic also by @iamthedakota
Please find the shownotes for this episode at unbillable-hrs.com
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