In over 18 years consulting we’ve worked with two broad types of clients. See which type you fall into.
The first are professional consultants who essentially just want to consult. They’re technicians who want a lifestyle business which hinges on their own ability to deliver. They have an assistant or two, but that’s it. The practice lives and dies with them. There’s often very little saleable value.
The second are professionals who want to transition into true business owners. They’re looking for leverage and a business which eventually runs without their constant involvement in delivery.
They employ people with a view to creating a saleable asset.
Neither is right or wrong. The decision which way to go is a personal one.
Many a lifestyle practice does 7 figures in revenue.
However no matter whether you want to develop a lifestyle practice or a true business and saleable asset , there are 6 determinants of success.
In this article we’ll cover our strengths in the areas of mindset, strategy, marketing and sales.
Please understand, we’re not discounting the importance of finance, teams and of course delivery. But without the first four pillars you won’t have anyone to deliver to, so finance and teams become moot.
Given that, let’s start with mindset.
“What the mind of man can conceive and believe, it can achieve” – Napoleon Hill
One of the greatest predictors of success is your mindset. Something understood by every elite athlete. Talent will only get you so far. It’s your ability to stretch your mind, have a big vision and do the work that brings results.
It’s the same in business.
Your business success or lack thereof is a direct reflection of your mindset. How expansive or closed you are.
Having consulted to and coached business leaders ranging from solo professionals to owners and senior executives of mid-sized business, we’ve observed that no matter how good they were at their jobs (technically), unless they had vision and an expansive mindset of can do, they never grew as people and their organisation suffered.
Working together our clients have expanded their mindsets while developing the courage and confidence to grow.
However, a vision and expansive mindset without a supporting strategy is just a dream.
Your strategy is the road map or blueprint that determines how you will reach your business objectives.
The world is changing fast. How do you predict, prepare, respond and do more than just survive?
A well-defined strategy provides you with a clear roadmap, consisting of a set of guiding principles or rules that defines priorities and actions required to achieve your goals.
We work with clients to clarify and articulate their core values – the three to seven vital and guiding principles the organisation lives by as well as their core focus that answers:
- Why does your organisation exist? What is its purpose, cause or passion?
- What is your organisation’s market niche?
Sticking to your core focus and talent ensures you devote your time and resources to excelling at your solutions, maximising your success.
Every business must attract clients. Which is the role of marketing.
The process of selling higher value products and services has irrevocably changed in the last few years.
Prospects now do their own research into issues, look for possible suppliers and are often way down the decision making process before contacting suppliers. And a prospect who calls you is twice as likely to buy compared with one you reach out to.
Therefore the goal of professional services marketing is to attract, engage and educate your ideal prospects by demonstrating your authority, then encouraging them to call. Which is when your sales process takes over.
Moving into sales…
No matter how great your product, how exceptional your delivery and the results your clients experience, nothing happens until a sale is made.
Selling is both an art and a science. Successful sales people have diverse personalities and backgrounds, but all understand the need for following proven sales structures.
Honed over 18 years our RSI sales methodology, combined with ongoing coaching enables our clients to facilitate long term relationships.
RSI includes how to initiate contact, build rapport and trusting relationships, questioning skills, how to present solutions and close profitable deals.
Wrapping up, regardless of the size of business you want to create, you must cover these four bases. However, in our experience that’s not easy to do when you’re also trying to run your business.
Which is why working with business mentors and coaches like us will help you get out from the weeds and focus on the bigger picture, accelerating your growth.
Our clients have grown significantly, and we believe that with the right help you will too.
So if you’re not satisfied with your results and want faster, sustainable growth, reach out and contact us. Our proven programs will set and keep you on the right path.