The biggest threat to you winning a project might be the client’s own internal resources. I’ve even seen times where a consultants proposed strategy and ideas are ‘borrowed’. Then implemented by the client’s own team.
That’s one good reason to not give too much away pre-sale.
On a positive note clients have good reasons to hire you in preference to in-house resources. Use this checklist and see which you might provide as services.
- Leadership with experience and authority. Giving strategic direction and recommendations.
- Augment resources to provide expertise, skills and bandwidth beyond the client’s current capabilities.
- Provoke and bring fresh perspectives, challenging the status quo and identifying new opportunities.
- Transfer knowledge and skills to the client’s team, building internal capacity and expertise.
- Data-driven analysis of business practices, operations, or performance.
- Assessment of the client’s business against industry benchmarks and best practices.
- Management of risk in areas such as regulatory compliance, cybersecurity, or crisis management.
- Interim executive management, allowing stability when there is a transition or change.
- Candid and impartial advice, in situations where internal agendas could bias decision-making.
Mini-mission
Run through the list above. Highlight those services you have not discussed with clients recently. Would now be a good time to do that?