Business Growth / 6 posts found

80/20 isn’t just about dropping the 80%

by Iyas
I'm sure you've read the tips from the business and entrepreneurship writers about 80/20. Drop the bottom 80% of your clients because they're more hassle than they're worth. Drop 80% of the tasks you do, because they generate negligible value. Drop 80% of your offerings because your growth is coming from the top 20%. All sage advice, except that those writers never then go binary on the fact that doing this is not enough. You need to get all over the remaining 20% to actually make your consultancy…

The Value/s Led Consulting Framework for Profitable Growth Leading with your Values

by Iyas
We've distilled our experience of profitably growing and scaling technical consultancies and digital agencies into the Value/s Led Consulting framework. That experience includes going from a 2 man startup to a £40 million+ full services agency and tech consultancy. This framework comprises 9 business areas, and 2 underpinning core practices. With templates, training, videos and coaching. This blog post introduces the framework, and, disclaimer, also links for you to join us!
Natural salesmen

Selling is only dirty if you’re faking it

by Iyas
Technology consultants (and for that matter, most subject matter experts in most domains) tend not to be great at selling. We congratulate ourselves on the "consultative sell", but it only merits the name if there's actually a sale at the end of it. All too often, consultants (and consultants who go on to found companies) do really well with the credibility-building, but not the sale. If you own a tech consultancy, then you need to get on with the selling, and better channel the ability of your…
The Road to Untold Riches

How to meet your consultancy’s goals in 2017

by Iyas
Our wish for you for 2017 is that your business only does these two things: (1) what you absolutely want it to do, meaning what is aligned with your vision and values, or; (2) what the government dictates that it must! And nothing else. This is the most direct way to meeting your consultancy or agency's goals, and in principle, is very simple. But, obvious as it may seem as a principle, it is pretty hard to do in consistent reality. Our opening 2017 post is very simply entitled "How to meet your…
The Boss's Offsite Friday Meeting

How Do We Foster Team and Company Loyalty In Our Consultancy?

by Iyas
Retaining your best consultants is no easy task. The most effective way to do it is to foster loyalty in your team, both to your consultancy and to each other. That takes a lot more than decent pay or yet another fusball table (spare me). Here are some real tips based on my experience of taking consultant employee churn down from 40% to an industry-leading 6%.

How Culture Created Currency (…and Fun) at our Consultancy

by Iyas
Think company culture only matters in textbooks and for change management consultants? In the consultancy / full services agency I sat on the board of, it translated quantifiably to multiple 7 figures added to our bottom line. Add everything else I've not tried to quantify, and it could easily be four times that.