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consulting-business devt tips

 
#1 consulting-business devt tips
19/12/2008 07:20

Gunslinger

Like almost all consulting firms, ours has been hit hard. The mgt are thus asking all employees to 'keep an eye out' for business development opportunities. We have had our pipeline shrink by more than 50% in the last 6 months alone, and this has many employees worried.

Any tips of business development for mgt consulting ( medium sized firm).

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#2 RE: consulting-business devt tips
19/12/2008 08:38

Mr S. Kint to Gunslinger (#1)

Hi Gunslinger, sorry to hear about that. Many of us have been in that situation. I for one had a huge amount of job insecurity at one point and a massive pay cut. My best advice is to try and expand the size of your current jobs rather than to try and bring in new business as such. Bringing in new business takes absolutely ages and is difficult to predict.

Now obviously I don't know much about the sort of work you do or for whom, but when working through a project and speaking to people, keep the following question in your mind: "Is there anything going on here that someone else from a different department/team my firm might be able to help with?" As soon as you pick up on even a "maybe", be helpful and offer to put them in touch with "someone you know who may be able to help with that". Then it's up to your colleague to set up a meeting and try to drive it through to a chargeable assignment. Also, constantly be asking your colleagues who are working on other bits of work, "is there anything going on there where I might be able to help?", Again, a scattergun approach, but it does sometimes work.

You could even send a mailshot out to recent clients or offer to re-visit them to discuss what's happened since you were last in contact (leading on to discussions about further issues/areas where you may be able to help)?

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