Consulting firms have huge untapped opportunities in sales. Consulting, done right, can create better futures for companies, improve their results, and make them more competitive. The challenge, however, is that buyers don't often come to consulting firms and ask for these services.
These services must be sold proactively. Yet many consultants don't see themselves as salespeople. And until they reach a more senior level in their careers, they don't realize that to advance, make partner, or succeed as leaders in their own firms, a major component of their jobs is selling consulting.
At RAIN Group, we've worked with hundreds of consulting firms around the world to help them build a culture of business development success.
One of the biggest challenges in selling consulting is developing consultants into sellers. We’ll teach your team how to succeed with business development and bring in a predictable flow of new business.
From firm leaders and consultants to business developers and client-facing associates, you need everyone involved in business development. We help establish a business development culture across your entire firm.
A huge untapped opportunity in many consulting firms is growing existing accounts. We’ll teach your consultants how to successfully uncover the full set of buyer needs and cross-sell and up-sell your firm’s capabilities.
Many of the skills that make for a great consultant are the same ones that are needed for selling consulting success. When working with clients, consultants ask questions, educate, collaborate, build creative solutions, develop relationships, and help clients envision a better path forward.
These are core skills needed to succeed in selling their services. But many consultants stumble when transitioning from applying these skills in client work to applying them in business development. Here are just a few ways we help consulting firms increase sales results:
We’ve worked with both global and regional consulting firms to help them develop core and advanced consultative selling skills, and grow existing accounts. We speak your language and teach consultants how to sell by bringing their valuable advice to buyers.
Our training programs and methodologies are based on our own experience in selling professional services, along with benchmark research including What Sales Winners Do Differently, Top Performance in Strategic Account Management, and The Top-Performing Sales Organization.
Training is not our focus. Behavior change is. We have a complete learning system focused on real behavior change and results that includes assessment, program customization, and robust reinforcement to ensure that your consultants learn and apply new skills. Learn more.