Episode 145: Niching down to succeed: An hourglass approach to consulting growth, with Joe O’Mahoney
May 17, 2024
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Professor Joe O'Mahoney, strategic advisor and Consulting Professor, shares insights on consultancy growth. Topics include crafting a unique value proposition, the power of saying 'no', importance of client connections, and thought leadership. Learn how to stand out in a crowded market and propel your consultancy to new heights.
Craft a compelling value proposition to differentiate from competitors and attract ideal clients.
Saying 'no' to irrelevant projects allows deeper niche expertise development and strengthens your offering.
Prioritize personal connections by picking up the phone to engage with clients amidst digital noise.
Deep dives
Consultancy Growth Network: A Community of Boutique Consulting Leaders
The Consultancy Growth Network is a community of boutique consulting leaders who provide insights for rapidly growing consulting founders. This network offers a platform for sharing experiences and expertise in scaling consulting firms. Members gain access to various resources, including in-person and online events, a growth hub of resources, and an active Slack community.
Focusing Your Consultancy's Proposition and Marketing Strategies
Professor Joe Omani discusses the importance of crafting a clear value proposition for consulting firms. He emphasizes the power of niche specialization in service offerings and traditional marketing approaches like personal conversations. Joe highlights the significance of quality thought leadership to establish credibility and position firms as trusted advisors. Additionally, he shares insights on the impact of AI on the consulting market.
Building a Brand through Strategic Marketing
Professor Joe Omani advises firms on strategic marketing approaches tailored to different growth stages. He stresses the transition from growth to scale phase, where firms need to refine their value proposition and service offerings. Joe recommends a gradual approach to establishing marketing functions based on clear value propositions and leveraging distribution channels for consistent content delivery. He also emphasizes the need for focusing on distinct branding and messaging to stand out in a competitive market.
The Importance of Focusing on One Marketing Strategy: Stick to One Thing Until You Know if it Works
In the podcast, the speaker emphasizes the significance of concentrating efforts on one marketing strategy initially before diversifying. They highlight the challenge of tracking results when pursuing multiple marketing avenues simultaneously, leading to a lack of clarity on what is effective. The speaker recommends a patient approach, advocating for measuring the success of a single strategy first before expanding or repurposing content across various platforms.
Embracing AI in Professional Services Marketing: Leveraging AI for Improved Marketing Results
The podcast delves into the growing role of artificial intelligence (AI) in professional services marketing. The speaker shares insights on utilizing AI for various tasks, such as market analysis, idea generation, and content repurposing. They discuss the potential of AI to transform marketing functions, including automating tasks like content creation and distribution. The speaker emphasizes the importance of embracing AI strategically to stay competitive in the evolving marketing landscape.
Are you ready to take your consultancy to the next level? Then you’re in the right place!
In the latest episode of Climb In Consulting, we delve deep into the world of consultancy marketing with Joe O'Mahoney, Professor of Consulting at Cardiff University and strategic advisor to consulting and tech leaders across the globe.
This fantastic interview originally appeared in our brand new marketing podcast, Brand and Deliver, but it was packed full of so many gems, that we knew it was an episode that our Climb in Consulting audience wouldn’t want to miss.
Tune in as Joe shares his unparalleled experience and sheds light on the crucial role marketing plays in propelling your firm to new heights.
Here are some of the invaluable insights covered in this episode:
- Craft a crystal-clear value proposition: Many consultancies struggle to define what will distinguish them from the masses and communicate it effectively. Learn how to develop a compelling value proposition that resonates with your ideal clients.
- The power of "no": It's tempting to offer every service imaginable. However, strategically declining irrelevant projects allows you to develop deeper expertise in your niche, ultimately strengthening your proposition.
- Pick up the phone: In today's noisy digital landscape, picking up the phone and fostering connections with existing and past clients is more important than ever.
- Thought leadership: Discover how to create high-quality, reusable thought leadership content that positions you as a trusted advisor.
- AI in marketing: The marketing landscape is constantly evolving, but what does AI mean for the future of consulting?
This episode is a treasure trove of insights for any consultancy owner or marketer looking to harness the power of marketing to fuel growth. Tune in and gain the seasoned perspective you need to take your marketing efforts to the next level!
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