Tuesday 17th Mar, 2015
By Fiona Czerniawska “What would I advise a consulting firm to do? Spend more time on relationship development. We have a very, very good account manager: he sleeps, eats, and breathes our industry; he meets with us once a month just to have coffee and talk about the state of the business – it isn't a sales call, just something he thinks is important to do. And the people he brings with him are just the same.”
Tuesday 24th Feb, 2015
We tend to take consulting firms' claims that they're dropping low-value clients in favour of a small number of big, high-profile, accounts with a pinch of salt. It's not that we don't believe them, it's just that we suspect it's never quite as binary as they make it sound, and is often being used as a way of telling us that their business is doing very well, without resorting to the usual weapons-grade metaphors. Like "booming", or "exploding".
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