In a recent survey, Joe O’Mahoney, Professor of Consulting at Cardiff University, asked 128 consultants with sales responsibility how their firm could help them achieve more sales.
Top of the list came training and upskilling across all levels, including junior and senior staff, especially those who traditionally focus on delivery.
His findings are reinforced by our discussions with directors and department heads in management consulting firms. Many say they want consultants to play a more active role in sales but too few seem ready or able to take it on.
Having said this, there is still a widespread belief that training is time-consuming and not effective in improving performance. This is because the time lag between training and application is too long, and there is not enough on-the-job support.
At 12boxes, we approach this issue differently. We build on consultants’ existing skills by showing them how to deploy them effectively by thinking about, planning and structuring their conversations with clients. We back this up by delivering coaching at critical points, usually before and immediately after key meetings.
The impact is often very fast and, given the increased confidence that goes with this, long-lasting.
We’ve made a short video explaining the 12boxes structure, and how it helps get clients to pay for advice.
Let us know if the approach described might or might not be of interest to you.
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