Business and management consulting service is most difficulty to sale and marketing, especially, for inception and newcomer in the industry. For independent consultant, marketing their service is of vital important for survive, without successfully marketing, they will be expel and drive out of the industry. Although marketing business consulting service that indeed is difficulty, there is strategy to get business in just three steps.
First step is contacting. For consultant, that only way to find prospect and potential customs is contacting. All hardworking before consulting project is some kind of contacting. For example, publishing and lecture is powerful weapon for management consulting business marketing, and also publishing and lecture is kind of contact with prospect. Successfully contacting with prospect decides whether can get chance to do business with prospect. For consultant, the most important thing in contacting is not just give name card to prospect, but to influence and give strong impression of ability to help. If consultant find that prospect is impacted and know consultant‘s capability, they can go to next step.
Second step is relationship. For successful business, strong relation with client is necessary. Relations go deeper than contacting. If relationship builds successful, prospect becomes you client and you will get chance to bidding process. Personnel relationship with client is base of the process because trust is fundamental in consulting business.
Third step is writing proposal. After contacting and relationship building, if get suitable chance, you will get chance to writing proposal for assignment.
For all steps in consulting marketing, the most important thing is relation and trusting, management and business consulting is relationship business and trust between client and consultant is of vital importance.