Knowledge Products to Build Premium Consulting Firms

Here are some packaged knowledge products on a broad range of areas as they apply to running a professional service business. These products are sort of workbooks. They explain what is what, then walk you through the "how to..." part of the process.

If creating a website that has the ability to pre-sell your services, so by the time people call you, they are ready, willing and able to start working with you is important to you, then start digesting these manuals.

It's All About Your Value:

Service Professionals' Guide to Setting, Raising and Safeguarding Fees

In a way we all know that service professionals get hired for helping their clients to create new values in their organisations, but in spite of all this knowledge, most service professionals are still charging for the manual labour they perform. How retarded is that?

Isn't it surprising then that some 93% of service professionals a are undervalued, under appreciated and - well - underpaid.

And they can't even complain. They have created this nasty situation through the methods how they presented services and solutions.

Trainers get paid for training hours, strategy consultants get paid for the poundage of the strategy document they develop.

Almost none of them thinks about how they could better present the value of their services.

This booklet reveals a step-by-step process of establishing the value of your contribution and how to charge for that value. You discover how to avoid the nine most common, thus, erroneous fee-setting methods, and how to present your fees the right way. For more click here.

Mastering the Proposal Process

A Practical Guide for Service Professionals Who Are Tired of Wasting Their Time and Efforts on Writing Proposals over 50% of Which Get Rejected

Sadly, for far too many service professionals proposal writing is a "hope-and-pray" game. They sit down with prospects, chat for a while and then volunteer to "submit a proposal". In the traditional proposal process the project is not accepted until the proposal is signed. However, there are some problems there.

Not every buyer is ready to buy. Some are just ruthless tyre kickers collecting free information from kind-hearted souls. Some prospects will drag you along, milk you for free information and in the last moment drop out. When is it easier to receive that no? Before or after you have spent time, effort and energy to draft your proposal?

As you will learn, a proposal - like a marriage certificate - is a short document, but it is silly to offer it unless the other party has already made a commitment to go ahead. This booklet walks you through the maze of developing your proposal and presenting it to your buyer. What makes this booklet unique is that it shows you how to get paid even before you start writing. Also, the proposal itself is about three pages long and with practice you will take no longer than 90 minutes to develop. The best commitment from buyers is when they invest their money in what they say. For more click here.

Creating Lucrative Retainer Gigs

Retainer engagements can be very effective for your clients and very lucrative to you if you set them up correctly.

Sadly, for most service professionals retainers mean a certain amount hours of pre-paid manual labour.

That is called conventional wisdom and common sense, but since we know that common sense is for common people, and most common people are miserable, unhealthy and broke, let's follow some uncommon sense here for a moment.

There is one caveat though. Here we are talking about making some good money without doing any manual labour type work. So, if you have a hard time to accept some serious money for what is between your ears, the message on this page will either piss you right off to the extent that you may have a go at your computer with a pickaxe, or you regard it as something valuable and even consider changing the way you set up your retainer gigs. For more click here.

From First Contact to Signed Contract: Managing the Buying Cycle for High-Margin Projects and High-Trust Relationships

Are you frustrated with tyre-kickers posing as genuine prospects?

Are you tired of losing seemingly "hot" prospects?

Are you frustrated with prospects who milk you for free information?

If, your answer is yes, you are not alone.

One of service professionals' greatest nightmares isf being dragged around by false prospects who have no intention to buy but are hunting for free information. But it happens for a specific reason.

For most service professionals the process of guiding and courting their prospects through their buying cycles is an ad-hoc haphazard process, into which they often go totally unprepared, with a high level of allergy to marketing and selling.

However, completing the sale from first contact to signed contract must be a systematic, pre-planned process with lots of spontaneous human interaction. The whole process must be a unique experience for prospects, yet it must be fully duplicable to provide a more or less consistent experience. For more click here.