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Issue #80: May, 2010

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#1 alansforums



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Posted 20 May 2010 - 09:11 PM

Monthly tips to improve the business and practice of
members of the Society for Advancement of Consulting, LLC -
Issue #80: May, 2010

Twelve things to remember as the economy speeds into recovery:

  • Clients, tired of slow times, will want instant gratification.
  • "Do more with less" isn't going away.
  • Hourly billing practices are increasingly being scrutinized by intelligent clients.
  • Emphasis on the short-term will predominate, because longer-term views will be undermined by past economic volatility.
  • There will be fewer levels between you and the buyer.
  • Top-line growth will be the key to success. You can cut expenses in a downturn, but you can't cut your way to market leadership.
  • Employee loyalty will have to be rebuilt, and I've not seen organizations with unhappy employees and happy customers.
  • There is a lot of talent available on the market. Your clients should think about "drafting" better players and getting rid of underperformers.
  • Now is the time to take the labor intensity out of your business and focus on getting results quickly and visibly, not worrying about tasks, inputs, and deliverables.
  • Traditional sources of corporate education—trade associations, professional groups, university extension courses, training venders—have less and less influence and impact.
  • All consultants need to coach as a matter of course. Stop surrendering this
    turf to non-consultants with pieces of paper claiming they are coaches
    because someone arbitrarily said so after money changed hands.
  • Create intellectual property and obvious value that draw people to you,
    minimizing cost of acquisition and avoiding any focus on price or fees.
© Alan Weiss 2010. All rights reserved.

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