OUR APPROACH

BUILDING PREDICTABILITY INTO REVENUE GENERATION AND WORK-LOAD

How We Deliver This Service

We begin with an assessment of where you are today, where you want to be in the future and the gaps between the two. Usually, our assessment will focus on the core of the challenge you are facing today, whether increasing demand for add-on services, balancing work-load chronologically or building predictable revenue models. This will result in a series of stated objectives to be accomplished during our engagement. 

We usually interview service line leaders at your firm and senior executives who bear revenue generation responsibility. We also analyze revenues by service line and by month for the trailing 3-5 years. These analyses help us fully document the nature of the challenge. Out of these analyses, we can sometimes make immediate recommendations that you can implement right away.  

Our next step is usually to conduct qualitative market research with existing ideal clients and then quantitative market research with prospects who fit the ideal client profile. If you firm has not yet established an ideal client profile, we will recommend our Positioning service as part of this engagement. 

For qualitative research, we prefer to interview a group of your existing ideal clients. These interviews often last no more than 15-20 minutes per client, so there is little time needed from them. Out of these interviews we glean a picture of why your ideal client acquired certain services and did not acquire others? We also test the waters for their willingness to acquire services on a year-round basis, if they are not doing so today. We build a clear picture of their success criteria and desired outcomes.  

We often then take the insights gleaned from the qualitative research and test them against the broader market through quantitative research, if budgets permit. Using your ideal client profile, we define a list of people and organizations that meet certain criteria and who you are not doing business with today so they have no incentive to answer in a particular direction. We perform the research, analyze the findings and come back to you with a full report.

Our report will contain a set of recommendations about how to address your specific challenge.  Oftentimes, these engagements result in the development of managed service offerings that are highly attractive to ideal clients.  

See What Can You Expect for details about the outcomes of this service.

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