Just ten firms own almost 40% of the financial consulting market share in North America alone, and they fight for every opportunity to grow. Today, clients have instant access to legions of experts at the click of a mouse, and they have found low-cost, offshore alternatives for many consulting projects.
The beauty of this market, though, is that many of the large, Feasibility consulting services lumbering firms focus on thin slices of the market. That creates an opportunity for smaller firms and individual consultants who know how to use guerrilla methods to snag their share of a profitable business.
Think about your corporate governance services client first
As a new consultant, you should be able to generate a project—or maybe several—through your networks of friends, past employers, and colleagues. After all, research shows that clients use their networks to select corporate finance advisory more than any other method, and they, no doubt, know someone who knows you.
Unfortunately, your address book alone won’t sustain your consulting business long term. If your goal is to build a sustainable consulting practice, the real question isn’t how to get your first client, but how to create a business valuation experts that will attract the second, third, and fourth clients to your practice.
Before you ask your contacts—or anyone else—to hire you as a consultant for that first project, ensure your success by taking a longer view of your business. Work hard to land that first client, but also put the marketing and corporate governance advisory fundamentals in place that will secure your future as a consultant.
Many consultants mistakenly believe that by defining their expertise broadly, they’ll appeal to a wider audience and land more clients. The less specific you are, the less likely it is clients will think of you when they need help.
Best financial consulting firms
The market has no shortage of prospective clients, but truly profitable projects can be few and far between. If you want to work for the most profitable clients, you’ll have to compete for and grab their attention. And for that, you must have a marketing plan. A real one.
Many veteran consultants haven’t looked at their marketing plans since they were first created. As a result, they drift from project to project, getting by on meager profit margins. Guerrilla corporate governance expert’s consultants, however, leave the low-profit projects for others and focus on attracting and keeping the clients that give them the opportunity for financial and professional growth.
Guerrillas begin that process by creating a one-page marketing plan that lays out how to get and hold onto profitable clients. Forget the reams of fancy charts, detailed analyses, and bullet-proof top financial advisory firm’s intelligence. You can draft your first marketing plan in seven sentences:
- Sentence one explains the purpose of your marketing.
- Sentence two explains how you achieve that purpose by describing the substantive benefits you provide to clients
- Sentence three describes your target market(s).
- Sentence four describes your niche.
- Sentence five outlines the marketing weapons you will use.
- Sentence six reveals the identity of your business.
- Sentence seven provides your marketing budget.
As you create your marketing plan, remember this: you are building a platform from which to consistently communicate your ideas to prospective clients. That’s the fastest way to launch a new practice because prospective clients equate the success of a firm with business valuation services visibility.