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Dear friends,

No. This blog isn’t about LEAN or Continuous improvement.
(I notice quite a few of you are breathing a sigh of relief)

It so happens that during the past two weeks I’ve had three of my good friends asking me the same question.

Nimish – HOW do we grow a Consulting business?

I do not claim to be an authority on this subject, however I can only share my own experience on this domain.

Thru this blog I’m attempting to answer what has worked for me.

Here goes…

When it comes to growing your consulting business there are three things that you should be spending your time on each day.

You may find that extremely exciting. No longer do you have to try and tackle a long and growing to-do list.

Or you may find that idea scary because it requires you to become even more focused and to remove all the distractions around you.

Whichever side you’re on it doesn’t change the importance of these three things.

And if growing your consulting business is a priority don’t underestimate the power of what I’m about to share with you.

Priority #1: Serve Paying Clients

Your first priority should always be to serve your paying clients.

They deserve the most from you.

When you start your day always begin with your clients in mind.

Have a clear plan of what you need to do that day to serve them in the best possible way and provide them with exceptional value.

You’ll want to spend 30-50% of your time on this priority.

They are the lifeblood of your business. Never forget that.

Priority #2: Close Deals and Work Your Leads

Once you’ve taken care of your clients you can move to your next most important activity – working the leads you have in your pipeline.

Why is this so important? A percentage of the leads in your pipeline will become your paying clients.

If you use the right strategies and approach a significant number of them will become clients.

This is a revenue generating activity. It’s the straight-line from getting where you are to winning more business.

Proactively follow up with leads, set meetings and calls. Enter meaningful sales conversations.

Done right this focus will grow your revenues like no other activity.

You’ll want to spend 25-40% of your time on this priority.

Priority #3: Marketing and Lead Generation

This is the top of your funnel. Marketing and lead generation are activities you always want to be engaged in.

Failure to focus on bringing in more leads results in having a dry pipeline and a severe lack of business and opportunities.

The actual tactic you choose to generate leads isn’t as important as making sure that you’ve selected the right one. Not every approach works for all consultants.

There isn’t a one-size fits-all approach.

When you learn what type of marketing will work for your specific situation you’re able to take the right actions to improve your marketing and get results from it.

You’ll want to spend 25-40% of your time on this priority.

The Percentages

Why such a range in the percentages of how much time you should spend on each activity, you ask?

Great question. The reason is that it depends on what stage you are at.

If you’re brand new to consulting you’ll need to spend more time on building your pipeline.

If you’ve been a consultant for a while and have some potential leads and clients already you’ll spend a greater percentage of time on priority #1 and #2.

To your success

Nimish Dave
The Idea Smith.

PS. I hope this insight helps you take your consulting business to the next level.