Using Workshops To Win 6-Figure Consulting Projects With Andres Molina: Podcast #328
May 27, 2024
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Join Andres Molina, a Cross-Cultural Trainer at Global Manager Consulting, as he shares how to use workshops to land high-paying consulting projects. Learn about connecting with decision-makers, creating sticky clients, using LinkedIn effectively, building freelance teams, and structuring payments for business success.
Leverage workshops to attract high-paying consulting projects.
Use LinkedIn to position yourself as an expert to attract ideal clients.
Educate potential clients on the importance of investing in intercultural competence.
Balance between expanding the team, increasing fees, and maintaining direct client engagement for business growth.
Employ strategic marketing through direct mail campaigns and LinkedIn to drive interest in workshops and consulting services.
Deep dives
Consulting Services Overview
Andreas works with companies facing multicultural challenges, offering assistance to resolve intercultural clashes affecting their business. His clients, including multinational corporations like Danone, Banco Columbia, and Siemens, seek his expertise due to cultural conflicts impacting their operations.
Business Structure and Revenue
Andreas' consulting firm consists of six individuals, with him being the only full-time employee. The others are freelancers in fields like anthropology, psychology, and sociology, activated based on project requirements. In 2023, the company generated 2.3 million euros with an average project engagement of around 160,000 to 180,000 euros.
Client Education and Acquisition
Andreas spends significant effort educating potential clients on the importance of investing in intercultural competence, as many do not initially recognize the value. He highlights real-world cases to demonstrate the impact of cultural differences on business performance, guiding clients towards understanding and addressing these issues.
Marketing Strategies and Growth Plans
Andreas primarily relies on LinkedIn and direct mailing campaigns to market his workshops and services. While workshops serve as key entry points for clients, he balances between offering both free and paid workshops to demonstrate value. Considering growth, Andreas contemplates the balance between expanding the team, increasing fees, and maintaining direct client engagement.
Client Workshops and Delivery
Andreas conducts workshops lasting from half a day to three days, emphasizing interactive and engaging sessions to showcase his expertise. These workshops serve as avenues to attract new clients and foster word-of-mouth referrals. His approach includes strategic mailing campaigns to target HR professionals and general managers for workshop participation.
Future Business Strategy
With concerns about losing direct client interaction upon scaling the business, Andreas weighs the options of team expansion, fee adjustments, and client retention. He values personal client engagement but acknowledges the potential for increased revenue through fee adjustments. Andreas strives for a balanced approach to growth while maintaining his core client involvement.
LinkedIn and Marketing Efforts
Andreas leverages LinkedIn for sharing stories and insights, varying posting frequency based on content quality over quantity. His direct mailing campaigns target specific professionals every two months, focusing on showcasing client success stories and valuable insights. He uses a systematic approach to engage potential clients and attract workshop attendees.
Workshop Program and Lead Generation
Andreas offers workshops ranging from half a day to three days, catering to both closed company sessions and open public workshops. He strategically markets workshops through direct mailing and LinkedIn, balancing between free and paid workshops to generate interest and establish client relationships. Andreas' approach emphasizes quality engagement and targeted content to attract new clients.
Client Acquisition Strategies
Andreas employs direct mail campaigns every two months targeting HR and general management professionals to drive interest in workshops and consulting services. By showcasing past client successes and industry insights, he aims to educate potential clients on the value of intercultural competence. Andreas' strategic marketing efforts align with his goal of continuous client acquisition and relationship building.
Forget the endless hustle of chasing small clients. Join Andres Molina, a Cross-Cultural Trainer at Global Manager Consulting, in cracking the code to break into the big leagues and secure high-paying consulting gigs. Discover his winning strategy that leverages powerful workshops to showcase your expertise and convert attendees into high-value clients. Andres also explains how to position yourself as the go-to expert on LinkedIn and attract ideal clients effortlessly. Stop spinning your wheels on small projects. Tune in and learn how to use workshops to land the high-paying consulting projects you deserve!
In this episode with Andres, you’ll learn how to:
Connect with decision-makers inside large corporations.
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