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.