Document 6504383

Transcription

Document 6504383

How to Triple Your Revenue
In Six Months or Less
Worksheets
© 2013 David A. Fields
www.davidafields.com
Overall Goal
Area of Focus
Detective
Sodalist
Plan
Process Expert
Modalist
Implementation Outsource Professional
Value proposition
Target
Competition
Position
Marketing
Client Choices
Fee structure
Pricing
Contract type
Firm structure
Results
DAVID A. FIELDS
Triple Your Revenue in 6 Months - Worksheets
©2013 David A. Fields; all rights reserved. david@davidafields.com 203-438-7236
Focus is critical to success
2

The type of work you do most often is an indication
Overall Goal
Indicator
Area of Focus
Detective
Sodalist
Plan
Process Expert
Modalist
• Every project is different
• Clients give loose parameters if any
• Clients know what they want to do, but not how
• Deep expertise in a few areas
• Have standardized, repeatable approaches
• Frequently respond to RFPs
• Deliverables are frequently identical across clients
• Your offering has low differentiation
Results
DAVID A. FIELDS
Which Consultant Are You?
3

Your client/decision-maker’s position is another good indicator
Overall Goal
Area of Focus
Detective
Sodalist
Plan
Process Expert
Modalist
Decision Maker’s Position
• Board
• C-Suite
• Division President
• C-Suite
• V.P.
• Sr. Director
• V.P.
• Director
• Manager
Results
DAVID A. FIELDS
Which Consultant Are You?
4

List all the projects you were hired to do over the past 1-2 years (use
more sheets if necessary)
Project
Client
DM’s Position
Actual Outcome
Area of focus
 Detailed Plan
 Implementation

Area of focus
Detailed Plan
 Implementation


Area of focus
 Detailed Plan
 Implementation

Area of focus
Detailed Plan
 Implementation


Area of focus
 Detailed Plan
 Implementation

DAVID A. FIELDS
Worksheet #1 – Past Work
5


What do your past projects say about where you fit most naturally on
the Decision Ladder?
 Who is your most common Decision Maker?
 What question is at the root of most of your projects?
 How much does the client typically specify in terms of the task to be
done and the approach to complete the task?
 What work do you enjoy most?
 What work do you feel most qualified to complete?
There are no bad answers!
DAVID A. FIELDS
Using Worksheet #1
6

Catalog your areas of strengths, areas of expertise and advantages vs.
competitive consultants
Strength/Area of Expertise/Competitive Advantage
Best suited for
Advising clients on where to focus resources
Showing clients in detail how to reach the goal
 Implementing with excellence


 Showing clients in detail how to reach the goal

Showing clients in detail how to reach the goal




DAVID A. FIELDS
Worksheet #2 – Strengths
7


What do your strengths, areas of expertise and competitive
advantages say about what type of Consulting you can do best?
 Do you have a lot of process skills?
 Do you have the ability to deliver with high quality at low cost?
 Do you create new constructs, frameworks and theories?
There are no bad answers!
DAVID A. FIELDS
Using Worksheet #2
8

What tactics will you employ to get known? How, specifically, will you
execute that tactic?
Tactic (e.g. speech, trade
association, models)
Specific executions (e.g. ROI modeler)
Participation in trade association

DAVID A. FIELDS

Join convention committee
Speak at national convention
Worksheet #3 – Marketing Tactics
9


What are the marketing tactics you will focus on over the next 12
months to become more Known?
 Focus to succeed rather than scattershot approach
 Then build off successes; leverage strengths
 Concentrate on what works, not what’s easy
 Don’t be derailed by fads
What are the different ways you will bring each marketing tactic to
life? i.e., how will you execute it?
 List each execution you plan to complete over the next 12 months
 Be bold, audacious and aspirational, not crazy
DAVID A. FIELDS
Using Worksheet #3
10

What is your plan to complete each specific execution of your tactic?
Specific execution
Join convention
committee
DAVID A. FIELDS
Resources Needed

Guidance from John
Doe
Action Steps



Call John Doe
Contact committee head
Participate in kickoff meeting
Due Date



February 15
February 20
March 12
Worksheet #4 – Action Plan
11


First list all your specific executions from Worksheet #3
For each execution, list:
 The resources you’ll need to succeed
 People, money, tools, guidance, etc.
 The specific action steps
 Be as granular as you need to be to keep moving and keep
motivated
 Due date
 Make a realistic, aggressive calendar and stick to it
 Use a partner, mentor or coach
DAVID A. FIELDS
Using Worksheet #4
12

What are all the benefits of this project?
Hard Benefits
Value to client
Soft Benefits
Emotional impact
DAVID A. FIELDS
Worksheet #5
13

Use the Common Sources of Value listed below as a springboard to
increase the value of your projects
Hard Benefits
Soft Benefits
Increase
Reduce
Improve
Create
Revenue
Costs
Productivity
Strategy
Recognition
Profit
Time/Effort
Processes
Alignment
Personal awards and rewards
Growth
Complaints
Motivation
Systems
Price
Value
Attrition
Capabilities
Processes
Authority
Retention
Risk
Service
Business
Stature
ROI, ROA
Conflict
Information
Products
Budget
Efficiency
Admin
Reputation
Inspiration
Reduced stress
Visibility
Infrastructure
Loyalty
Transformation
Job satisfaction
Equity
DAVID A. FIELDS
Quality
Personal growth
Using Worksheet #5
14

Document 6504383

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