Creating a Consulting Business Plan

I see a lot of sellers using case studies the wrong way. It’s backfiring (without them knowing). Try this instead: When I was pursuing Fortune 500-level brands with transformational deals, we had to be really purposeful with who we showed as examples and why. They had to be just right for the situation. Here are the 3 categories and when to use them: 1/ THE COMPETITOR Using someone in their industry can work, but only if they are NOT the category leader. Otherwise, you risk pissing them off. 2/ THE NORTH STAR Other times we’d position another category leader outside their industry because we knew that company publically talked about improving a very specific area (like customer experience) and the example we provided would be an inspirational North Star for them to emulate without any conflicts in their category. Example: Using Disney to inspire a healthcare company to improve digital customer journeys. 3/ THE PARTNER Finally, the third move was offering up a complimentary case study where there were partner connections for the brand and we could facilitate strategic exec-to-exec peer discussions. Example: We shared with Delta what Virgin Atlantic was doing, knowing Delta had a financial stake in that airline. We also shared innovations T-Mobile was doing using our tech knowing TMO was their preferred onboard in-flight messaging partner. The framework: Choose the right case study for the right situation. Not all are created equal. 🐝

Networking changed my life. It helped me secure my first big consulting deal that let me quit my full-time job. Here's how to build relationships on LinkedIn (the right way): Networking can either make or break your career. Do it wrong: You’ll ruin your reputation. Do it right: You’ll have people speaking well of you when you’re not around. Here’s how to network like a pro: 1) Be genuine People can sense fakeness from a mile away. Instead, speak with them to get to know them. Not just because you want something. Besides… There’s no point in building relationships with people you don’t like. 2) Be a friend We want to feel cared for. Reach out once every 3 months to see how they’re doing. • Offer help • Schedule a coffee chat • Ask about their recent trip Don’t build connections. Build friendships. 3) Change your intent Turn your “I want this” mindset into a “I want to help” mindset. Start conversations without trying to sell something. But because you want to help them. Stop asking. Start giving. 4) Think long term It doesn't matter if they can’t help you now. In the long run… …you’ll be able to reach out when you need it. Be there for them now. They’ll be there for you later. That’s a real relationship. 5) Don’t ask for immediate favors This is where most screw up. They’ve barely met someone and immediately: • Ask for a job • Request a resume review • Or want some other big favor You wouldn’t do this to a stranger on the street. Why do it on LinkedIn? 6) Be mutually beneficial Start by building foundations. When/if it makes sense, think of how you can collaborate. Just like in business… This isn’t a one-way street. I help you. You help me. That’s how the world works. 7) Create on LinkedIn You never know who’s watching. Share your thoughts on the feed daily. And give people a glimpse into what you’re doing. You may not realize it… But others are going through the same as you. One of them might just come back with a life-changing opportunity. P.s. - What's one more tip you'd recommend for people networking on LinkedIn? Thanks for reading. Enjoyed this post? Follow Jordan Nelson And share it with your audience.

Want to know if your UVP (Unique Value Proposition) is strong? Ask yourself: "Why should someone choose me over all other options—including doing nothing?" If your answer is vague, filled with buzzwords, or could describe any competitor, your UVP needs work. Example: A small agency initially said: "We help businesses grow with digital marketing." After reworking, they refined it to: "We help B2B consultants generate 5+ high-ticket leads per month—without running paid ads." See the difference? It’s specific, outcome-driven, and makes the right people say, “I need that.” Now, test your UVP. Answer the question. Does it truly stand out?

We all know the importance of understanding our customers. As staffing professionals, it’s essential to know their needs, pain points, and desires in order to craft tailored solutions that will truly resonate. But there’s another piece to the puzzle that’s often overlooked: understanding ourselves, and more specifically, understanding our Unique Value Proposition (UVP). In my years of experience, I’ve seen too many staffing agencies lose their way because they couldn’t clearly define their UVP. They focus so much on what their customers want that they forget to evaluate what their own agency brings to the table. And when your UVP isn’t aligned with the needs of your Ideal Client Profile (ICP), you're missing out on tremendous growth potential. When we talk about UVP in staffing, we’re talking about what sets your agency apart. It's essentially what you do, and more specifically how you do it, to deliver your service to the client. What makes you different from your competition? Is it your superior candidate network? Your multi-channel recruitment model? Your exceptional customer service? Your streamlined processes? Your technology? Whatever it is, your UVP should be the backbone of your sales and marketing efforts, and it must clearly speak to the problems your ICP faces. Here’s the kicker: It’s not just about defining your UVP—it’s about making sure it aligns with the challenges of your ICP. If your ICP’s main challenge is quick staffing solutions and your UVP is built around in-depth, hands-on service, there’s a mismatch. They won’t see the value in your approach because it doesn’t solve their primary problem, they way they want it solved. That’s where many agencies fall short. They don’t spend enough time evaluating whether their UVP truly addresses the key pain points of their ICP. Understanding your customer is important, yes, but understanding yourself and your UVP is equally crucial. Here’s how I approach it: Define Your UVP Clearly: This is where you get crystal clear on what you bring to the table. Don’t make assumptions—validate it by looking at client feedback and past successes. (If you want a template worksheet to guide you in this, just DM me) Align with ICP Challenges: Understand your ICP’s pain points and make sure your UVP addresses them. It’s not just about selling a service, it’s about solving a problem. Test and Refine: UVPs aren’t set in stone. Regularly check in with your ICP to ensure your offering still resonates. If not, adjust your UVP to stay relevant. Remember, understanding your customer is vital, but understanding yourself and what you uniquely offer them? That’s what will make all the difference.

Referrals are the gold standard of business growth, but asking for them directly can sometimes feel awkward. The good news? If you nurture your LinkedIn network the right way, referrals will come naturally – without you having to ask. Here’s how to make it happen: 1️⃣ Be top of mind through consistent content People refer professionals they remember. If you only show up on LinkedIn when you need something, you’re missing opportunities. Post valuable insights, client success stories, and behind-the-scenes looks at your work to stay visible and credible. 💡 Example: Share a post about how you helped a client overcome a challenge. This subtly signals what you do – so when someone in your network knows someone who needs your help, they think of you. 2️⃣ Engage with your network authentically Your best referrals won’t just come from clients – they’ll come from peers, former colleagues, and industry connections. But for that to happen, you need to engage, comment, and support their content too. 📌 Try this: Spend 10 minutes daily interacting with posts from people in your industry. Meaningful engagement strengthens relationships, making people more likely to think of you when a referral opportunity comes up. 3️⃣ Showcase your expertise in your profile Your LinkedIn profile should do the heavy lifting for you. A clear, optimized headline and “About” section should communicate who you help and how. ✅ Example: Instead of: “Founder at XYZ Consulting”, try: "I help small business owners streamline operations and increase revenue with customized growth strategies.” A well-crafted profile makes it easy for people to refer you because they instantly understand what you do. 4️⃣ Make giving referrals a habit Want to receive more referrals? Start giving them. When you introduce people in your network, they’ll naturally think of you when the time comes. 💡 Pro tip: If you see two people in your network who could benefit from knowing each other, introduce them in a quick message. Your generosity will often come back to you in unexpected ways. 5️⃣ Subtly signal that you’re open to referrals You don’t have to ask for referrals outright, but you can plant the idea. Mention client success stories in posts, thank people for referrals publicly, or share a case study that shows the kind of work you do. 📌 Example Post: "I’m incredibly grateful for a recent referral from my network that led to a fantastic collaboration. It’s amazing how connections on LinkedIn turn into real opportunities!" This reminds your audience that referrals happen – and that you welcome them. Your next big opportunity might already be in your network. By staying visible, engaging genuinely, and positioning yourself as the go-to expert, referrals will start coming your way – without you having to ask. #SocialSelling #LinkedInNetworking #Referrals #PersonalBranding

How to Get Consulting Clients Without Sending a Single Resume You don’t “apply” for consulting work. You attract it. Most executives make the mistake of treating consulting like a job search: ❌ Tweaking their resume ❌ Blindly reaching out to recruiters ❌ Hoping someone “gives them a shot” That’s not how this game works. Companies don’t hire consultants the way they hire employees. They hire trusted experts who can solve urgent, high-value problems. 👉 You don’t need a resume. You need conversations. Here’s how you start landing clients—without ever applying for a “job.” Step 1: Tap Into Your Network (Your Fastest Path to Cash) 80% of your first consulting clients will come through people you already know. Your past colleagues, peers, and industry connections already trust you. They just don’t know you’re available. Here’s your script: “Hey [Name], I’m helping companies [solve big problem]. Who do you know that could benefit from that?” 🚀 Example: Maxwell’s First $50K Client Maxwell, 60+, landed his first consulting deal by reaching out to former colleagues. Instead of asking for a “job,” he positioned himself as an external marketing strategy consultant. Lesson? Your first client is probably sitting in your phone right now. Step 2: Build a LinkedIn Presence That Attracts Clients Your expertise is invisible until you make it public. When companies look for consultants, they don’t check job boards. They check LinkedIn. The 3-Post Strategy to Build Credibility Fast: 1️⃣ Your Availability Post – Announce your transition. Example: 🔹 “After 25+ years in [industry], I’m now advising companies on [problem you solve]. If you’re facing [specific challenge], let’s connect.” 2️⃣ Industry Insights Post – Share a valuable tip, case study, or framework. 🔹 “Most companies struggle with [big challenge]. Here’s a 3-step framework I’ve used to solve it.” 3️⃣ Client Win Post – Share a real success story. 🔹 “Just helped [company] increase [key metric] by X%. The key? [Insight you applied].” Do this for 30 days, and you’ll start getting inbound leads. Step 3: Create a Referral Pipeline That Works for You You should never be the only one promoting you. The One-Line Referral Ask: “Who do you know that needs help with [your expertise]?” 🔹 Why It Works: It’s not a sales pitch—it’s an invitation to help. 🔹 Bonus Hack: Offer a free strategy call to build relationships before selling. 🚀 Example: Gordon’s 5-Week Sprint Gordon, a former teacher pivoting into software sales, had ONE interview in two years. After consistently engaging his network, he booked 50 calls in 5 weeks—leading to 3 paid offers. Final Thought: Stop Applying. Start Connecting. 💡 Your network is your client pipeline. 💡 Your LinkedIn is your credibility builder. 💡 Your referrals are your growth engine. Instead of sending out 50 resumes this month… 📌 Start 50 real conversations. 👉 Who in your network needs to see this today? Drop a comment or tag them below. 🚀

Ever felt underestimated? You walk into a meeting, and it’s clear they have no idea what you bring to the table. It’s frustrating, but you can turn it into an advantage if you know how to handle it: 1. Set the stage before you meet. Email a short bio or background in advance so they have the full picture. This isn’t bragging — it’s giving them the context they need to value your time and insight. 2. Use stories to demonstrate expertise. Be ready with a few specific anecdotes that make your skills and achievements impossible to miss. Stories stick far better than a list of credentials. 3. Play the long game with skeptics. If someone has pigeonholed you, don’t waste energy trying to “correct” them in the moment. Consistently share your wins and progress over time and let them discover the truth for themselves. 4. Focus on stacking evidence, not chasing approval. The goal isn’t instant recognition. It’s building a steady record of proof so that, eventually, their perception has no choice but to match reality. Being underestimated can be frustrating, but it’s also an opportunity. It gives you room to surprise people, exceed their expectations, and change the narrative in a way that lasts.

5 step process for crafting a compelling Unique Value Proposition: Identify Why Now: Focusing on what's changed (inflection) and what's at stake (impact) is vital for timing. Identify Who’s It For: Focusing on early adopters is crucial, as targeting everyone dilutes your message. Identify Existing Alternatives: It is key to understand what customers currently use to solve their problems. This perspective aids in positioning your product as a different alternative. Highlight What’s Broken with Status Quo: Pinpointing the flaws in existing solutions helps craft a UVP that is specific, familiar, and compelling (insight). Then, Articulate Why Your Product is Better: A compelling UVP should indicate how your product delivers a significantly different and better outcome or solves a big enough problem.

We onboarded 7 Amazon accounts in June & July. 6 are now long term clients.. Here are some top lessons that I've learned over the last 5 years about nailing client retention: 1. Get going with THE work ASAP ⏲️ - First two months is when the client trust is 0 - Slow/shaky performance in this period can hurt - DON'T delay real work for only 'digging out insights' - Start with the most immediate biggest opportunities of improvement - The client needs to see a lot of little positive hints in first two months ↳ Remember, you're buying yourself time & trust to do the bigger time-taking improvement. 2. Draw CLEAR projections early on 📄 - When clients don't know what to expect, they expect too much - They can't know which week/month will be slow if you don't tell them - Underpromise only enough so that the client is still satisfied with it - Set up tougher projections internally and try to overdeliver all the time - Monthly or 10-day breakdowns work the best (add notes) ↳ For example, if the client is told TACOS will go up in July and reset in August, he won't panic when it goes up in July. 3. Be proactive NOT reactive with communication ☢️ - When clients see a decline, they don't investigate external factors - They assume it's because of you - Or they panic that they were not informed - Clients can't be patient with challenges they're kept unaware of - Proactively informing clients > Reactively responding to panic texts ↳ Nothing builds trust stronger than knowing this team is on top of my account. 4. Know the small details better than the client 🔢 - Clients expect you to give their account the attention they can't give - I have seen our clients fire agencies over this EXACTLY - 1 person in the team has to know the account's stats really really well - If the client sees repeatedly he knows more, you're getting replaced 💩 ↳ Question, why would at least 1 person in the team not know the macro & micro details really, really well anyway? 5. Meet the client once every week or two weeks 💻 - You want to know how the client is feeling about recent progress - Address any objections or confusions built out of overthinking - Get them on the same page about any challenging strategies to execute ↳ Clients are much quicker to notice declines vs improvements. Weekly meetings allow you to show what you've been doing for them. A lot of the other stuff is a waste of time. Just aim to make them more money and nail these 5 lessons. That will get you 90% of the results.

Over the past 20 years in market research, many project issues I've seen stem from mismanaging client expectations. Whether you work for a research firm, an agency, a consultancy, or any other business that involves regular client discussions, here are 4 pointers. 1️⃣ Communication—Regularly communicate, candidly ask the client how often they want updates, and never let a week go by without touching base, regardless of the project stage. Anticipate questions and answer them before they ask. A client sending an email asking, "What's the status of...?" is a failure on your end - within reason. Lack of responsiveness leads to mistrust, even more micromanagement, skepticism, and other issues that can be snuffed out by communicating openly. 2️⃣ Be Realistic—We all want to say "yes" to clients, but there are often ways to showcase your experience and expertise by being honest about what can be achieved with a given timeline and budget. The expectation could be a lack of understanding about the process or industry norms. Underpromise and overdeliver versus overpromise and underdeliver. Those honest conversations may appear inflexible, but they're often more about setting expectations and setting up both parties for long-term sustainable success. Saying "no" to this project could be a better long-term decision for the account than saying "yes" and failing with no second chance. 3️⃣ Understand Perspective—Take the time to actively listen to your client's needs, goals, and priorities. It goes beyond listening and includes asking smart (and sometimes bolder) questions to get a complete understanding. What drove the need for research? Why is receiving results within 2 weeks crucial? What happens if you don't receive results in 2 weeks? Understanding what's pushing the decisions behind the scenes can be a game changer. 4️⃣ Solutions Over Problems—Never present a problem or an issue to a client without a path forward. "This happened, but here are 3 things we can do to fix it." You need to be more than someone who relays information, you need to be a true consultant. Be able to justify each recommendation and explain the pros and cons of each path. -------------------------------------- Need MR advice? Message me. 📩 Visit @Drive Research 💻  1400+ articles to help you. ✏️ --------------------------------------