unbillable hours - a podcast about better professional services marketing

Explore the art of defining your consulting firm's ideal client profile. Learn about the importance of analyzing past engagements to attract clients that truly fit your business. Discover strategies to differentiate your firm in a competitive market. Plus, find out how a well-defined value proposition can enhance your client relationships. Tune in for actionable insights that can transform your approach to professional services marketing!

Discover why clients choose specific consulting firms by exploring their core motivations. Learn to identify client pain points and how to refine your firm’s messaging for impactful marketing. This discussion provides actionable strategies to create a compelling value proposition that resonates with potential clients. Tune in for insights that will transform your approach to client relationships and enhance your firm’s specialization!

Discover the vital steps to refine your firm's value proposition and how it ties into business strategy. Learn about the five essential questions that can shape a compelling promise to clients. The discussion covers defining specialization and avoiding common pitfalls in audience segmentation. Tune in for insights on crafting clear, outcome-focused messaging that resonates with clients' challenges. Elevate your market position and differentiate your firm with expert tips!

Explore the crucial elements behind successful business development strategies. Discover the dangers of focusing on technical capabilities instead of clear client value propositions. Learn how to transition from traditional sales methods to outcome-oriented approaches that enhance client success. The importance of aligning your strategy with broader business goals is emphasized, along with tips on leveraging AI for improved efficiency. Engage in building a sustainable model that reduces churn and fosters long-term client relationships through valuable content.

Struggling to systematize your consulting firm's business development? Dive into insightful discussions on setting effective objectives and success metrics. Learn how benchmarks can guide your strategies amidst challenging growth rates. The hosts keep it light and engaging, making complex concepts accessible and fun. Get ready to transform your business development initiatives!

Ready to systematize your consulting firm's business development inititiatives? Well, let's start you off the right way then ... and discuss objectives, metrics and targets (yay!). Listen in to this "monologue" episode to hear Flo explain which benchmarks to pursue with your efforts... he'll keep it light on the math, we promise!   Credits Voices, production, etc. by Ash and Flo. Creative and design advice by @calmar.creativ Into, outro voiceover by @iamthedakota Music also by @iamthedakota   Show notes Link to the SPI research report Flo mentions A news release by SPI featuring some of the market stats   

Discover how to transform your consultancy's business development approach! The discussion highlights the urgent need for systematic strategies amidst evolving client demands and emerging technologies. Explore the pitfalls of complicated business models and the declining margins in consulting. Learn about shifting from traditional selling to a more outcome-focused method that resonates with clients. It's all about innovative thinking and making your value proposition shine in a competitive landscape!

A new year, a new chapter for the podcast! Listen to how Ash and Flo will focus the show on "systematizing" business development from now on, and hear them explain the concept and underpinning structure so you can understand what's coming (well' be exploring systematic strategy, client journey, firm story and bizdev systems from here on in... we hope you enjoy it!). Voices, production, etc. by Ash and Flo. Creative and design advice by @calmar.creativ Into, outro voiceover by @iamthedakota Music also by @iamthedakota

In a year where many consultancies struggled, US martech boutique "Stitch" crushed it. Their secret? Intentionally designing a strategy around a single tech vendor, and then building from there. Stitch CEO Michael Burton is back to share why doubling down on a partnership like this worked, how the tech consulting landscape is shifting, and why 2025 looks even better. Listen in to learn why sometimes "putting all your eggs in one basket" might be smarter than you think. Episode guest: Michael Burton, Founder and CEO, Stitch. Voices, production, etc. by Ash and Flo. Creative and design advice by @calmar.creativ Into, outro voiceover by @iamthedakota Music also by @iamthedakota   Pls. find the shownotes for this episode at unbillable-hrs.com

Most consultancies "do marketing" like they think it should be done, which is: as mere promotion. The most successful firms, however, do it differently - and follow a process which, Ash and Flo argue, is much more similar to scientific publishing... Listen in to learn how, why - and why you should consider 'copying science' in this way, too. Voices, production, etc. by Ash and Flo. Creative and design advice by @calmar.creativ Into, outro voiceover by @iamthedakota Music also by @iamthedakota