Consider this an official "thank you" to the Purchasing Management Association of Canada and the speaker selection team for their national convention May 21-23, 2008 in St. John's Newfoundland.
Even though my outline to speak at their conference this spring was focused on eliminating the RFP process to select professional services providers, they accepted and have given me the platform to speak to procurement professionals from across Canada about why they should ditch the RFP process and what to use in it's place.
The speech is based upon an article written by us for CA Magazine that will appear in the January/February 2008 issue. We will send a link to the online version of the article to our e-newsletter subscribers once it is published, as well as publish it here.
I have to say I am suprised and impressed that the PMAC speaker selection team has the foresight and guts to open the discussion on this issue even though it's likely to be a fairly unpopular subject with their members.
Sounds like good governance to me.
Friday, November 23, 2007
Consultants Are Still Too Busy to Sell...
Recently the Rain Today management consulting web site published one of our articles (Selling Consulting When You're Too Busy Consulting) and according to Editor Aaron Joslow it quickly became one of the top ten most popular articles amongst their 30,000 plus readers (primarily in the USA).
So is this post just bragging on our part? Well we have been accused of that on occasion but as a management consultant I thought you might find it interesting that one of the most popular sales articles in the US consulting industry for 2007 was also one of the most popular consulting sales presentations in Canada in 2007.
So either everyone is busy and recognizes the value in finding new ways to keep it that way for the long term, or everyone simply hates selling and is looking for new ways to make time for it. Or some combination of both.
Click here to read the article.
So is this post just bragging on our part? Well we have been accused of that on occasion but as a management consultant I thought you might find it interesting that one of the most popular sales articles in the US consulting industry for 2007 was also one of the most popular consulting sales presentations in Canada in 2007.
So either everyone is busy and recognizes the value in finding new ways to keep it that way for the long term, or everyone simply hates selling and is looking for new ways to make time for it. Or some combination of both.
Click here to read the article.
Thursday, November 15, 2007
Texas Anyone?
If consulting has turned out not to be your cup of tea, if you have energy sector expertise, and if you like Texas, you may be interested in the Client Relations Manager position below.
"This candidate must have a Bachelor's degree in Marketing or a related degree and seven years of experience working within the private or public sector industry; preferably in the energy industry doing marketing or business development.
In this role, the candidate will interface with various energy infrastructure, real estate, finance, and energy regulatory departments."
Contact John Barnes at The Emerging Consultants at 1-713-373.1791 for more information.
"This candidate must have a Bachelor's degree in Marketing or a related degree and seven years of experience working within the private or public sector industry; preferably in the energy industry doing marketing or business development.
In this role, the candidate will interface with various energy infrastructure, real estate, finance, and energy regulatory departments."
Contact John Barnes at The Emerging Consultants at 1-713-373.1791 for more information.
How Was 2007?
Hopefully you had a great and profitable year characterized by solid growth in revenues and profit, with more projected for 2008.
The firms that did were reaping the benefits of some forward planning in the area of business development between one and five years ago. Of course, some may have simply been lucky but those that managed for growth and selling efficiency would have focused on the following four areas.
Market Position - are you the well-differentiated "go-to" expert in your category and function, or a "lost-in-the-middle" consultant?
Communication - Is your position well-communicated and reinforced by your speaking and writing? How are you communicating with potential clients?
Effectiveness and Measurability of Selling Process - Do you have one, and is it based on assisting clients to buy, or forcing you to convince? Is it clear to all in your firm how to contribute to it, and can you objectively measure it's progress and effectiveness?
Responding to RFP's - Is this your primary business development strategy?
If you'd like to read more about any of these four issues please e-mail me at cal@beyondreferrals.com identifying the information you'd like to receive and I'd be pleased to send you previous articles we have written on the subject or subjects.
Right now is a great time to start planning for more profit and a better quality of life in 2008, 2009 and 2010.
The firms that did were reaping the benefits of some forward planning in the area of business development between one and five years ago. Of course, some may have simply been lucky but those that managed for growth and selling efficiency would have focused on the following four areas.
Market Position - are you the well-differentiated "go-to" expert in your category and function, or a "lost-in-the-middle" consultant?
Communication - Is your position well-communicated and reinforced by your speaking and writing? How are you communicating with potential clients?
Effectiveness and Measurability of Selling Process - Do you have one, and is it based on assisting clients to buy, or forcing you to convince? Is it clear to all in your firm how to contribute to it, and can you objectively measure it's progress and effectiveness?
Responding to RFP's - Is this your primary business development strategy?
If you'd like to read more about any of these four issues please e-mail me at cal@beyondreferrals.com identifying the information you'd like to receive and I'd be pleased to send you previous articles we have written on the subject or subjects.
Right now is a great time to start planning for more profit and a better quality of life in 2008, 2009 and 2010.
Tuesday, October 16, 2007
A Potential Client's Triggering Event: The Strong Loonie
We often speak about triggering events as the force that inspires potential clients to move from a state of inaction, into a state of action. For our purposes, the optimal triggering event is an external force that drives change, usually with some sort of time limitation.
Yesterday, the head of The Business Development Bank of Canada, Jean-Rene Halde told Canadian business that they need to make changes to survive the high Canadian dollar, and make them fast. He encouraged Canadian business that may have traditionally leveraged a 40% currency advantage for success to "buy new machinery and equipment, outsource what you can and invest in the intangibles...things such as research and development, technical and managerial training, and process re-engineering."
For many consulting firms this is exactly the kind of activity that will drive clients to seek out their assistance. Is your firm benefitting from this new force of change?
Yesterday, the head of The Business Development Bank of Canada, Jean-Rene Halde told Canadian business that they need to make changes to survive the high Canadian dollar, and make them fast. He encouraged Canadian business that may have traditionally leveraged a 40% currency advantage for success to "buy new machinery and equipment, outsource what you can and invest in the intangibles...things such as research and development, technical and managerial training, and process re-engineering."
For many consulting firms this is exactly the kind of activity that will drive clients to seek out their assistance. Is your firm benefitting from this new force of change?
Monday, October 15, 2007
Consulting Engineers in Manitoba - FYI
Although APEGM has no PD reporting requirements for most members, APEGM Members in Training must report their professional development activity to the association.
Today we have confirmed with APEGM that Members in Training attending Beyond Referrals events are eligible for PD credits on a one hour=one hour basis.
Thanks to Lorraine at APEGM for clarifying this.
Today we have confirmed with APEGM that Members in Training attending Beyond Referrals events are eligible for PD credits on a one hour=one hour basis.
Thanks to Lorraine at APEGM for clarifying this.
Beyond Referrals and APEGGA
If you are a member of the Association of Professional Engineers Geologists and Geophysicists of Alberta (APEGGA) and receive the Beyond Referrals newsletter, or have attended one of our speeches or seminars please be sure to check with APEGGA about using these toward fulfilling the professional development requirements of your association.
If you're a Beyond Referrals newsletter subscriber, or have attended a Beyond Referrals event within the last year, and are a member of any professional association, you may want to check with your association to confirm if you can use the time as part of your self-directed professional development requirement. Please feel free to contact us at cal@beyondreferrals.com if you would like more information.
If you're a Beyond Referrals newsletter subscriber, or have attended a Beyond Referrals event within the last year, and are a member of any professional association, you may want to check with your association to confirm if you can use the time as part of your self-directed professional development requirement. Please feel free to contact us at cal@beyondreferrals.com if you would like more information.
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