unbillable hours - a podcast about better professional services marketing

In this engaging discussion, Charlotte Crowther, founder of SignatureFramework.com and a methodology expert, shares her insights on crafting effective signature frameworks that elevate consulting practices. She introduces her three-step approach—codify, visualize, leverage—that helps firms stand out. Charlotte's layered design process addresses common pitfalls and highlights the importance of validation and feedback for successful rollout. Learn how to transform your frameworks from mere slides into powerful systems that drive results!

Ever heard of "Rainmakers" - the bizdev champions of the services world? HBR published a piece saying their game is changing. Ash and Flo dove in to figure out how, exactly (spoiler: it's related to marketing!) Voices, production, etc. by Ash and Flo. Creative and design advice by @calmar.creativ Into, outro voiceover by @iamthedakota Music also by @iamthedakota Please find the shownotes to this episode at unbillable-hrs.com.

We're back - and start our post-summer show with a deep dive into answers to the dreaded question "What should our consultancy post about?" (or some such): Tune in to hear Flo discuss the best philosophy for thought leadership planning and how to derive content from your value proposition. Enjoy!   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 Check out the upcoming Deltek Webinar feat. Flo here  

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