Attract enterprise clients by solving niche problems with research-driven content, catchy terms, and credible case studies. Focus on specificity and actionable insights to build trust and stand out.
Excellent post with a novel idea for independent or small consulting firms to gain traction with enterprise clients. These techniques help build the top of the funnel. The key objectives are to build niche expertise, authority and delivery credibility. But my experience corresponds with yours, that business development and sales capabilities are crucial to winning the business. Some of this depends on the target size of your engagements. I have seen it work for lots of different consulting domains. An old associate of mine built up a 10 person firm in Regina that had clients around the world based on leveraging his expertise and knowledge in one small but occasionally critical MS Dynamics 365. He also used the blogging and research approach
I have employed a related technique to identify and generate expertise and authority in any new trending topic area.
I think it's always quite fascinating to see how people with really niche expertise in specific products can gain a huge amount of traction if they completely zero in on it. There's always people and firms that want that kind of knowledge.
It is a good but highly risky strategy when starting as you have zero diversification. But once well established there are often many paths to add related service offerings
Great post, Richard. The part about introducing new names or concepts to label specific issues is really important to anchor your audience -- whether it's clients, your team, followers, etc. I shared a similar sentiment -- https://groupproject.substack.com/p/naming-a-thing-is-powerful
Excellent post with a novel idea for independent or small consulting firms to gain traction with enterprise clients. These techniques help build the top of the funnel. The key objectives are to build niche expertise, authority and delivery credibility. But my experience corresponds with yours, that business development and sales capabilities are crucial to winning the business. Some of this depends on the target size of your engagements. I have seen it work for lots of different consulting domains. An old associate of mine built up a 10 person firm in Regina that had clients around the world based on leveraging his expertise and knowledge in one small but occasionally critical MS Dynamics 365. He also used the blogging and research approach
I have employed a related technique to identify and generate expertise and authority in any new trending topic area.
I think it's always quite fascinating to see how people with really niche expertise in specific products can gain a huge amount of traction if they completely zero in on it. There's always people and firms that want that kind of knowledge.
It is a good but highly risky strategy when starting as you have zero diversification. But once well established there are often many paths to add related service offerings
Great post, Richard. The part about introducing new names or concepts to label specific issues is really important to anchor your audience -- whether it's clients, your team, followers, etc. I shared a similar sentiment -- https://groupproject.substack.com/p/naming-a-thing-is-powerful
thanks adam - that's a great read!