I used to only work with private clients. I thoroughly enjoyed it, but it limited my ability to grow. Finally, I realized that if I could market my services to companies with deeper pockets my revenues would substantially increase, and they did.
If you work in the professional services area, you have a great opportunity to position your services to companies – from small local companies to large Fortune 100 firms – who are looking for experts like you! Have you considered expanding your service offerings to companies? If you want to make more money working with highly professional individuals and organizations, it’s worth exploring.
I’ve found many highly skilled professionals get intimidated when they try to step into the corporate arena. Which is why I now focus on helping hundreds of professionals unlock the corporate doors to position their services to organizations for bigger paydays.
Let me share with you what I’ve personally learned in launching into this corporate consultancy world. Checkout my 5 Secrets to Create a Highly Successful Corporate Consulting Business, which will give you a huge boost in confidence:
Secret #1: Companies Are Hiring More Outside Experts Than Ever Before
Corporate clients have reduced their internal training and development staff over the last few years. Instead, they realize they can hire outside consultants, coaches and professional development experts when they need them. They are also looking for outside objective opinions and insights that people in-house simply can’t provide.
I know my corporate clients don’t hire me to help them with their specific expertise like selling household goods, or accounting services, or manufacturing paint… They’ve got that covered. Where I help them is with their leadership skills, becoming brand ambassadors, having a greater executive presence, or communicating with impact. That’s the gap I fill – helping individuals achieve greater results – which ultimately impacts the organization’s results.
Consider how the results of the services you provide can help make for a better workplace environment, more productive employees, or enhance company sales. Find the gap you can fill so you can position yourself to be invaluable to companies.
Secret #2: Companies Buy Results NOT Services
Many consultants meet with a corporate decision-maker and immediately start talking about their credentials and services. When you are talking to the buyer or the decision-maker it’s crucial that you don’t jump into selling your services. No one cares. What they do care about is the results you can help the company achieve. The bigger the results the higher your fees can be.
So how do you find out what they are looking to achieve and how they will measure both their tangible and intangible Return on Investment? You need to ask them deep questions that get them to articulate what they really need to be successful. This will give you the information you need to frame a winning proposal with various levels of service and project value-based fees. Don’t make the mistake of sending a run-of-the-mill commodity proposal that doesn’t focus on results.
This is the secret that has helped me win the majority of corporate proposals over the competition, even if I’m the highest priced person. It’s all about how you frame the proposal!
Secret #3: Companies Want Partners, Not Vendors
If you want to work with high-level executives, the first step is to shift your mindset into seeing yourself as a partner when you are in the discussion with the decision-maker. (First, make sure you are talking to a gatekeeper or true buyer, if not you’re wasting your time.) Don’t make the mistake of looking at this senior corporate person as someone higher or more important than you, instead, come to it as an equal.
Being a partner means when you come to the table to discuss concerns there’s already a level of trust so you can be frank about what’s really going on in the company, department, or division (no sugar-coating here!). Entering the project together as partners does much to shore up long-term success. You both have an active role and are working in tandem to ensure you are achieving the success metrics and ROI you agreed to along the way.
Secret #4: Companies Want Good Working Relationships
If you are in business of any sort, you realize you are in the relationship business and it’s the same when you are working with small or large companies. It’s your role to focus on the relationship with the decision-maker and listen deeply as they answer questions you’re asking about the specific objectives they want to achieve.
You also need to check in from time to time with your decision-maker to determine his/her perceptions of how things are going. If you build a super solid relationship with the decision-maker, I’ve found they will continue to provide you with raving testimonials, referrals, and introductions to people both within the organization and externally.
Secret #5: Companies Want High Value Your Competitors Aren’t Offering
When you are working in corporate, you need to offer more value. You can’t simply teach someone else’s content since that basically makes you a commodity. Instead, create your own content or methodology to be seen as a thought-leader.
Offer higher project value-based fees that focus on the results your fees will command at the end of the project. Putting results in writing can be scary, but you need to get out of your own way. When you provide outstanding and unique value to a company – you set yourself apart from the competition – sharing insights, perspectives, knowledge, and insights that they can only get from you.
I know that these secrets work because many of my private business coaching clients who have forged their way through those locked corporate doors are experiencing great success. They are building a roster of premium blue-chip clients, earning higher lucrative revenues than ever before, and becoming known in the corporate arena as being “the expert” around their specific area of expertise.
Sarah’s Predictable Insights
- Do you offer specific services that would help employees and executives achieve higher results, be more productive, and more engaged?
- Are you unsure of how to position, package and price your services for the corporate arena?