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.
分类： 咨询营销
Why firms hire consultant
Firm hire business consultant for different reason. At begin of contract, both consulting firm and consultant must find out reason of intervention. If both party misunderstanding, outcomes of cooperation will be disastrous.
How to Reach Economic Buyer
Economic buyer is a person who control budget and take responsibility of whole project. During consulting sale process, especially, proposal process, get to access to economic buy and establish good relationship is of vital importance.
When bidding process begin, there is no chance to get contact with economic buyer. So secret of success is before bidding process. Sometimes, client will invite you to join the bidding and RFP is sent to your office. If you are acquaintance of economic buyer, all thing need to do is just a phone call to get detail information and do initial need research. But during bidding process, in most occasion, economic buyer is invisible and have to be found out.
Reality Be Faced by Chinese Business Consultant
With Chinese economic development and miracle, business consulting began to booming, and business consulting firm mushroomed. As discrepancy between consulting firm and consultant widen, reality faced by Chinese businesses consultant becomes tough.
Chinese business consulting firm hold financial purpose and marketing strategy different from consultant, and work as firm with priority to get revenue and expand market share. For owner of consulting firm, during consulting project, wishing to allocate as litter resource as possible and make company lever interesting maximized.
Consultant and Marketing
Marketing is indispensable of consulting working because of natural of consultancy: consultant have to sale ideas instead of tangible products, have to impact clients and get contracts. Indeed, it is more difficulty that before and during consulting project consultant must be recognized and even trust by client.
Business Consulting Marketing in China
As intangible service, consulting business marketing is of most difficulty in the world. Consulting marketing strategy relies not on 4PS, but on emotional aspect of human natural, on trust and bilateral relationship. The propensity and essence of business consulting marketing laid greatest obstacle for consulting business in China.
What consultant can do in a business consulting project
Business consultant by nature of neglect always boast can do everything for client which results in over promising and under deliver and frustrated all involved consulting project.
At beginning of businesses consulting, in order to get contract, consulting firm always promise they can solve client problem and improve client condition for commercial reason but never carefully think about the problem itself.
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How to ran consulting service for state-own enterprise in China
Chinese sate-own enterprise is most complex organization in the world. Its responsibility ranges from Labor Union Administration to Party Affair Management and social accountability. State- own enterprise, especially giant firm, before Chinese reform and open police, is a miniature society whose function including hospital, school, canteen, kindergarten and market place. Due to the complicated salutation, business consulting for state-own firm is full of risk and hardship.
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How to Get consulting Business of SMEs In China
After Chinese open and reform police, small and medium enterprises mushrooms and grows in dramatically way. However, due to naturel cause of organization and grim macroeconomic condition, the average lifespan of SMES in China is no more than three years. Due to complexity of environment and tightly controlled by regulation, entrepreneurs in China badly need some help from outside think tank.
How to Provide Free Consulting Service
Free consulting service by its nature is disdainful by consultant, for two reasons: first consultant feel that during free consulting service they likely let out core information maybe can earn a lot in future contract business; secondly consultant feel reluctant to waste their time and energy without payment from client which makes them feel devalued. But for the essence of consulting business consultant cannot ran business without free consulting service. Indeed, let alone to initiate meeting and enlarged scope without contract, some time help client to solve specific problem without remuneration.