Accelerating Consultant Success: Securing Your Next Five Clients

In this session, Peter O’Donahue from Consulting Revenue outlines comprehensive and actionable strategies for consultants to acquire their next five clients, regardless of current momentum. Peter emphasizes the importance of proactive business development and provides a structured framework to ensure continued client acquisition. Key highlights include the significance of evading passive engagement, leveraging existing networks, distinguishing one’s unique value proposition, and implementing high-impact business development sprints. He further discusses current trends in professional services and contrasts between passive hope and active, focused effort in business development. Throughout the session, Peter also engages in a Q&A, addressing individual concerns and providing tailored advice to attendees.

00:00 Introduction and Session Overview

02:51 The Importance of Proactive Business Development

04:54 Current Market Trends and Opportunities

06:38 Framework for Acquiring Consulting Clients

08:26 Overcoming Common Obstacles

19:59 The Right Frame for Success

33:12 Identifying and Targeting the Right People

49:49 The Sprint Activator: Creating Momentum

51:04 Setting the Stage: Making Offers and Strategy Calls

52:34 Understanding Your Numbers and Front-Loading Effort

52:54 Building a Business Development Cadence

53:59 The Network Multiplier: Move Then Improve

55:00 Sprint Activator: Focused Activity for Results

55:41 Connect Consistently: Overcoming Proximity Problems

56:22 Real-World Examples: Leveraging LinkedIn and Email

01:02:58 The Get Five Clients Framework

01:06:57 Cohort Program: How to Get Your Next Five Consulting Clients

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