Starting Your Consultancy: Where Are Your Clients Based?
Can you focus a little more than just 'anywhere'?
POSTED BY JACKY SHERMAN ON 02/09/2020 @ 8:00AM
When I ask that question to prospective clients or fellow networkers, I often get the answer of 'anywhere'! Now it may be true that you can deliver your consultancy anywhere in the world ...
When you start your consultancy, you need to decide where in the world your own clients are going to be!
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Now, we've all learnt to work remotely with our clients, and they are more comfortable working that way with you, this is a very possible outcome. However, when I'm working with clients, deeper questioning usually reveals they have a vision and a reality that is a lot more focused than just "anywhere".
I certainly get a better answer if I first ascertain what they want their consultancy to look like in 3 to 5 years time and then define where they will operate and who in their network is best positioned to help them!
Here's some lines of thought to help you decide where you 'fit' in the global scheme of consultancy and business support services that will help you decide where to put your efforts.
I'll start with "anywhere". Now, if your business is really relevant to the whole world and you wish to be a major player then your vision will be close to that of Bill Gates' vision for Microsoft in the 1980's as, "A computer on every desk and in every home".
Maybe your vision is to be a global business disruptor?
Maybe you have a new business model that will transform the way a sector will deliver their services such as Amazon did?
Do you wish to be major player offering skills and knowledge to businesses in countries where they lack that expertise?
Is it for the industrialised sophisticated consumers or emerging economies?
Is it helping overcome problems like poverty, infrastructure, pollution or disease?
More likely you may want to become a major player in a business sector which operates globally, working directly with the large international PLCs. You'll be offering expertise in a specific need to their people around the world. Or maybe you're limiting this to specific geographical areas or countries, like USA, South America, Carribean, Europe or India.
"I'll finish with those of you with more parochial ambitions
within in your own country!"
I'll use the UK as the example as I know it best. Do you want to focus on Britain, England, The North East, Midlands or Greater London? Or more localised still around specific counties, cities or towns?
Each of us will have personal reasons for choosing where we want to operate and knowing this and those reasons can help you define your territory far more precisely than just "anywhere".
I thought I'd finish with my personal rationale of where I operate. Asentiv is a global business development consultancy delivered through franchises. My personal ambition when I joined them was to become the Referral Marketing Specialist in Northamptonshire and Milton Keynes.
My vision was, and remains, to be the first port of call for business in this area who wish to grow in collaboration with others and thus influence the success of the local business community and the wider society it is based in!
I have no intention of developing a wider geographical spread. However, my consultancy clients often have ambitions to operate nationally and internationally along the lines above. So, being part of a Global company gives me a network that stretches around the world that I can access when I wish.
My plans for growth are more about bringing in new people to the business with their own vision for building their own portfolio of clients within my franchise and with my support. If this sort of vision appeals to you or you need help defining your place in the world wide business community, then do get in touch.
Until next time ...
Would you like to know more?
If anything I've written in this blog post resonates with you and you'd like to discover more about , call me on 07970 638857, leave a comment below, or click here to ping over an email and let's see how I can help.
About Jacky Sherman ...
I help people build and maintain productive working relationships both with their work colleagues and with a wider network to win more business. I do this by combining my skills in coaching, mediation and training with my extensive experience in senior management.
What I love most about my work is when my clients get those a-ha moments because I know they have seen for themselves the way that they want to move forward. Then they will achieve their ambitions.
Helping people who are having challenges with their working relationships gives me enormous pleasure. It was my privilege when working in health care to see how people working together can make the impossible seem easy and accomplish miracles as a result.
So helping people build or restore strong relationship with their colleagues makes even the hardest work easier, alleviates distress for the individual and reduces problems for the whole organisation.
In all this work trust is an essential ingredient to winning business so most of my work comes through referrals. Referrals come through strong business relationships so it was a natural extension for me to work with Ascentiv and train others in how to get consistent and predictable referrals from their network.
What a fantastic way to earn a living!
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