unbillable hours - a podcast about better professional services marketing

You’ve nailed your value proposition—now what? In this episode, we show how consultancies can embed business development capabilities across the whole firm, turning scattered effort into a coordinated go-to-market machine. Credits Voices, production, etc. by Ash and Flo Creative and design advice by @calmar.creativ Into, outro voiceover for the unbillable hours podcast by @iamthedakota Music also by @iamthedakota   Shownotes No notes for this one!

There, we'll say it: "Cold outreach selling" - whether by email, phone, or LinkedIn - doesn't really work in consulting (with a few exceptions perhaps confirming this rule). So... what can you do instead? Ash and Flo share some insights and tips you might want to listen to before sinking another 20k into an outreach effort with no ROI... Credits Voices, production, etc. by Ash and Flo Creative and design advice by @calmar.creativ Into, outro voiceover for the unbillable hours podcast by @iamthedakota Music also by @iamthedakota   Shownotes No notes for this one!

Dive into the world of AI as the hosts dissect a pivotal report on its impact in consulting. They stress the need for critical thinking over hype, emphasizing the importance of understanding AI trends and the necessity of reskilling. The conversation shifts to the evolving landscape of professional roles, revealing potential job losses and transformations through AI oversight. Managing client expectations is highlighted, urging professionals to focus on strategic outcomes while navigating the complexities of AI implementation in consultancies.

Ah, yes: Case studies - the workhorses of consultancy business development! So important to prove you can deliver your proposition! And yet, often in such sorry, sorry states... (Like, really: Many of them are not exactly great). The team invited Lead Comet's James De Roche to discuss why so many case studies don't work, how to fix them, and much more - listen to their conversation here! Episode guest James De Roche, founder, Lead Comet Credits Voices, production, etc. by Ash and Flo Creative and design advice by @calmar.creativ Into, outro voiceover for the unbillable hours podcast by @iamthedakota Music also by @iamthedakota   Show notes Find Lead Comet's website over at: https://leadcometdigital.com/  Follow James on LinkedIn here: https://www.linkedin.com/in/jamesleadcomet/ 

Yes, we've explained how to design a value proposition. But what if a single proposition won't cut it - because your firm is large enough to house several practices, multiple service lines, and an even greater number of services? Ash and Flo explain, but want to remind you again here: Multi-propoisition stacking is a tool to facilitate effective strategy in larger firms - it's not your excuse to stay as broad and messy as possible 😉.   Credits Voices, production, etc. by Matt Hodkinson and the "Consultancy Edge" team Creative and design advice by @calmar.creativ Into, outro voiceover for the unbillable hours podcast by @iamthedakota Music also by @iamthedakota   Show notes Find all "Consultancy Edge" episodes over at: https://www.thevisibleauthority.com/blog/how-to-structure-multiple-value-propositions-without-losing-your-firms-identity

Discover how small and mid-sized consultancies can effectively take on larger competitors. The hosts share strategies to de-risk the buying journey and pick smarter battles. They emphasize the power of specificity in addressing client needs, showcasing how unique branding and authenticity can set firms apart. With practical insights on carving out niches, the discussion highlights agility and specialization as critical advantages. Personal anecdotes and humor add a relatable touch, making this a must-listen for those in professional services marketing.

Surprise episode! For this one, we'll break from our pre-planned curriculum of "how-to" episodes to syndicate a conversation between Total Growth Ownership's Matt Hodkinson and Flo for Matt's "Consultancy Edge" podcast. Listen to the two of them discuss positioning, productisation and pushing boundaries in consulting! Credits Voices, production, etc. by Matt Hodkinson and the "Consultancy Edge" team Creative and design advice by @calmar.creativ Into, outro voiceover for the unbillable hours podcast by @iamthedakota Music also by @iamthedakota   Show notes Find all "Consultancy Edge" episodes over at: https://podcast.totalgrowthownership.com/  Find Matt's LinkedIn at: https://www.linkedin.com/in/matthodkinson/ And do check out Matt's full YouTube channel here: https://www.youtube.com/channel/UCNyv2M0jJ-zAtGzxOgW7cpw

The final installment of the value proposition design series dives into the essentials of articulating a consultancy's unique perspective. It emphasizes the need to understand client pain points and frame diagnostic statements rooted in real experiences. The discussion then shifts to creating a signature methodology that addresses these issues innovatively. Listeners learn how to craft a cohesive narrative that connects client challenges to solutions while strategically positioning their consultancy in the market.

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!

Explore the intricacies of understanding clients' needs and struggles, as the hosts break down the jobs-to-do framework. Learn how to address hurdles that clients face and discover effective strategies for problem-solving. Delve into the significance of recognizing client objectives and the importance of presenting viable alternatives. Insights on enhancing service value propositions with creativity and technology add depth to the discussion. It's all about aligning your offerings with the challenges your clients truly encounter!