You work for a large company.
The company has invested millions of dollars in hiring and training the best and the brightest in a host of different disciplines.
You call on clients.
Those clients have needs that they either don’t know how to find solutions for, or don’t have the money to spend to get the solutions on their own.
Enter your offer of free consulting.
Great marketers work at your company.
Your client can’t afford marketing consultants.
Your firm has experts in Information Technology.
Your clients need IT help.
Outstanding customer service representatives are the hallmark of your company’s success.
Your client needs help with their customer service initiative.
Look inside your great organization and identify those employees that:
- Know their area of expertise inside and out: You are looking to dazzle the client with brilliance so find the best of the best.
- Are willing to help drive business: Not all folks in all departments fit this description.
- Understand the sales/client dynamic: Many, many well intention co-workers do not get this important point. Find the diamond in the rough that does
- Communicate well with folks outside of the firm: Just because they know their area of expertise better than anyone else does not mean they can communicate that knowledge in an effective manner.
- Can put themselves in the ‘consultant’ role: Not everyone has the innate ability to listen, diagnose and recommend.
One you have identified your team of experts start to match them with the needs of clients.
Before the first consulting engagement help your new found consultant by coaching them. Give them information regarding the client’s needs and their back story.
Work together on what outcomes are supposed to be achieved for both the client and your firm.
Doing this builds deeper client relationships across your company, helps other business units get more engaged with Sales, and, most importantly, gives you a huge leg up on the competition.
The competition’s busy jamming product, with the occasional wine and dine schmooze-fest.
You are adding significant value to the client; helping them grow their business and solving their problems.
