unbillable hours - a podcast about better professional services marketing C2E9 - The right way to promise consulting results (Value Proposition Design part 5)
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Mar 28, 2025 Explore how to define your consultancy's value proposition effectively! The conversation dives into the importance of clarifying expectations with clients, distinguishing between immediate impacts and long-term outcomes. Discover how being specific about services boosts understanding and trust. The role of data-driven insights and testimonials in shaping client proposals is highlighted, stressing transparency and realistic outcomes. Tune in for quick, actionable tips on communicating your expertise and winning over clients!
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Define Consulting Expertise Clearly
- Clearly define your consulting expertise using client-familiar categories.
- Use industry analyst frameworks to specify your niche for better client understanding.
Vague 'Digital Transformation' Is Common
- Many firms claim vague digital transformation expertise but differ widely in what they actually do.
- Specifying focus, like front-office digitization, helps clients understand your unique offering.
Show Immediate Client Benefits
- Describe immediate work impacts as changes clients directly feel.
- Use before-and-after tables to clearly illustrate typical client improvements.