are your consulting solutions · consulting solutions • “mbos” - managing by objectives peter...

Are Your Consulting Solutions

Disruptive&

Transformational?

Ellen Grace Henson, Managing Director, Marketing MechanicsPresident, Women In Consulting

Jim Horan, PresidentThe One Page Business Plan Company

So… what’s new?

@#$%#&This time it is for

real! This is damn serious!

• Who can help me?

• Where do I find them?

• Will their solutions solve my problems?

Business Leaders Need Help!Issue #1

• Don’t show up where our prospects do!

• Not known for the problems we solve!

• Our branding stinks!

• Just not visible!

Issue #2 We Make it Difficult to be Found!

Today’s Agenda

Disruption & Transformation

Your Next Steps Assess Your Solutions!

Q & A Branding & Visibility!

Doing the same things a

bit better

Incremental

Doing new things

Innovative

Making things that make the

old things obsolete

Disruptive / Transformative

Basic Definitions

Doing the same things a

bit better

Incremental

Doing new things

Innovative

Making things that make the

old things obsolete

Disruptive / Transformative

Client Case Study

Assessing Your Solutions

Are your Consulting Solutions Disruptive & Transformational?

Compelling, Unusual Name!

Solve Plaguing,  Stubborn Problems!

Solutions are Easy to Understand!

Change Behavior! Improve Results!

Become Future Best Practices!

5Key

Elements

Disruptive & Transformational

Consulting Solutions

Disruptive & Transformational 

Consulting Solutions

• “MBOs” - Managing by Objectives Peter Drucker, 1954• “TQM” -Total Quality Management Edward Deming, 1960• “Lean” - Lean Manufacturing, Toyota, 1990’s • Zero Based Budgeting - Pete Pyhrr, Texas Instruments 1970• Balanced Scorecard - Kaplan & Norton, 1992 • Open Book Management – John Case, 1993• Business Model Canvas - Alexander Osterwalder, 2008• Agile Software Development - Scott Adams, 2011

Doing the same things a

bit better

Incremental

Doing new things

Innovative

Making things that make the

old things obsolete

Disruptive / Transformative

Case Study: Rent a CFO to OPBP!

Doing the same things a

bit better

Incremental

Doing new things

Innovative

Making things that make the

old things obsolete

Disruptive / Transformative

Case Study: Alignment ThinkTanks™

Compelling, Unusual Name?

Solve Plaguing,  Stubborn Problems?

Solutions are Easy to Understand?

Change Behavior? Improve Results?

Become Best Practice?

Let’s AssessYour

Solutions5 Questions

Yes – No - Maybe

Let’s Answer These

Questions

Now!

Let’s Assess Your Solutions!

1. What is the name of your best selling solution?‐ Compelling? Unusual?  Attract attention?‐Why?

Yes  No  Maybe

2. What problem does it solve?‐ Important, plaguing, stubborn, common problem? Yes  No  Maybe

3. Is this solution easy to understand, minimal explanation?‐What makes it so easy?

Yes  No  Maybe

4. Does solution improve outcomes & results?‐What outcomes?‐What causes the improvement?

Yes  No  Maybe

5. Could this solution become a national best practice?‐ Is it reproducible?  Licensable?‐Why?  Why not?

Yes  No  Maybe

6. Do you consider this solution Disruptive & Transformational? Yes No Maybe

7. Is this solution generating substantial revenues and profit for you?‐Why?  Why not?

Yes  No Maybe

Stand Out!

Leverage your Disruptive & Transformational Solutions

Top 3 Best Practices

• Be visible• Build relationships• Focus on value and outcomes

2018 Report Best Practices in Consulting

Best Practice #1Visibility Generates New Business

59%55%

32% 33%26%

13% 12% 9% 8% 5% 5% 5% 4% 3%

11%

46%

62%

19%27%

46%

15%

4% 4%

19%

4%8%

4%

16%

0%

20%

40%

60%

80%

100%All RespondentsTop 20

2018 Report Best Practices in Consulting

Breakout Strategies for Visibility

55%

26%

8%

62%

46%

19%

0%

20%

40%

60%

80%

100%

Strategicrelationships

Speaking/teaching Writingarticles/books

All Respondents Top 20

2018 Report Best Practices in Consulting

Best Practice #2Nurture Client Relationships

Thank God I found an IMC 

USA  Consultant!

Best Practice #3Trends Impact Outcomes That Clients Value

• Sustainability• Blockchain• Artificial intelligence• Industrial and consumer IoT• The collaborative (gig) economy• SaaS – from yearly license to subscription• The obsolescence of Management Consulting

InnovativeDisruptive /TransformationalIncremental

What are you doing that gives you the most visibility?

What are you doing that gives you the most visibility?

People are attracted to bright shiny

objects!

• Become known for the problems you solve!

• Productize your services!

• Build a brand with your solutions!

• Create a biz model where other consultants make money selling your products & services!

What, if anything,

will you do differentlyas a result of our time together?

Go Disrupt and Transform!Jim Horan, The One Page Business Plan Company

jhoran@onepagebusinessplan.com

Ellen Grace Henson, Marketing Mechanicsegh@mktgmech.com