Metric Matching: Align Your Services To Metrics Contacts Care About

I've noticed many consultants pitch their services at the wrong level. You need to ensure you're framing your service to match the contact's metrics and level of seniority.

Hi, I’m Rich. Welcome to my weekly newsletter where I share systems and frameworks for scaling your consulting practice from $0 to $1m+ in revenue.

You can get 1:1 personal coaching or explore my new course: Proposal Mastery: Learn To Write Winning Business Proposals.

No, Your Services Don’t Maximise ROI

An interesting topic arose in a coaching call recently; talking to contacts at their level.

This is the idea that you have to pitch your knowledge and expertise to be at the contact’s level (not the organisation’s level).

A good example of this is how you describe your services.

In my sector, for example, I notice that plenty of consultants will use an expression like:

We’ll help you build communities which maximise your ROI.

This is similar to when a consultant says their [services] will increase [client’s] profits.

The problem isn’t that it’s not true, it’s that it’s so mind-numbingly obvious that it doesn’t need to be said. By saying it, you’re indicating that you’re not thinking deepl…