The Accepted Authority

Jun 26 2024

The Accepted Authority Podcast artwork

In The Accepted Authority, Greg Roworth discusses how owners of consulting firms can generate a predictable flow of premium opportunities to grow their business. Each weekly show features a lively discussion of a common growth challenge, covering strategies, tools, mistakes and how Greg has achieved results with clients or in their own business. Always useful, entertaining, and never more than 20 minutes. Sponsored by Business Flightpath.

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89 - The Five Ages Of Marketing For Consultancy Firms

Jun 26 2024 16 mins

Today, I want to discuss the five stages of marketing your consultancy practice. From my experience with hundreds of consultancy firms and my own practice, I've identified five distinct ways consultancy firms market their services. These stages align with the historical ages of growth: Stone Age, Agricultural Age, Industrial Age, Information Age, and the Conceptual Age. Let's explo

88 - Promotion V Positioning

Mar 25 2024 15 mins

Most consultancy firms tend to work on promotion as their marketing strategy, judging by their websites and the way they present themselves and their firms both online and in networking meetings. However, from what I see, promotion creates resistance and triggers questions that raise doubts about competence, trustworthiness and reliability.On the other hand, the few consultants tha

87 - The Question Your Marketing Must Answer

Mar 18 2024 16 mins

There is one critical question your marketing must answer, if you are going to be able to create relevant marketing messages that connect with your ideal clients.I see a lot of marketing from consultancy firms that fails to answer this question. The result is failure to attract the attention of ideal clients and an inability to attract regular new sales opportunities.When you do an

86 - How Much IP Should Consultants Give Away?

Mar 12 2024 20 mins

Many consultants have a fear that if they give away any or much of their valuable intellectual property in their marketing process, the recipients will use that material to solve their own problems instead of coming to the consultant who provided the material to ask for their help.The conundrum is that we know that if we give away some of our IP it will enhance our authority positi

85 - The Fast Path To New Clients

Mar 04 2024 23 mins

Most consultancy firms make a big mistake in their marketing that slows down their progress to new sales and acquiring new clients or may prevent them having an opportunity with some potential clients at all.There is a predominant tool on most consulting firms' websites that asks for too much too soon. That is typically the innocuous "Contact Us" form. What comes with that form mos

84 - The Value of Focused Specialization for Your Consulting Firm

Feb 27 2024 17 mins

In many consulting firms, operational processes are more complex than they need to be. Rather than offering a wide range of services to potential clients in order to achieve higher revenues, in my experience, operating with a focused specialization is what achieves greater simplicity in running the business, greater operating efficiencies, lower operational costs and greater profit

83 - How To Be Attractive To Your Target Market

Feb 19 2024 22 mins

Many consultancy firms do a lot of activities in their marketing with the aim of attracting their target market. But do these activities actually attract?A lot of the activities I see consultancy firms engaging in don't get the results the owners of those firms are looking for. They don't attract. Instead of doing things to try to attract more clients, I believe more owners of cons

82 - How To Avoid The Sales Roller Coaster

Feb 11 2024 20 mins

One of the most common scenarios that consultancy firms experience is what I call the sales roller coaster. That is where the firm goes from being busy with client delivery work for a while, maybe a month or two, and then goes through a subsequent period of having not enough work and needing to find new clients or projects. The main reason this occurs is that when the firm is exper

81 - The Three Steps To Systematic Client Acquisition

Feb 05 2024 21 mins

For most consultancy firms, client acquisition is not a systemtic process. Typically, we get clients through referrals and maybe networking, which ends up being a referral process too. Unless we have our marketing systems perfectly dialled in, we cannot expect our client acquisition to be consistent or predictable. When this is the case, we have no confidence in being able to grow

80 - What Is Branding Really For A Consultancy Firm?

Jan 28 2024 16 mins

I believe there is actually a lot of confusion about the importance of branding and what branding actually is for many owners of consultancy firms. In this episode, I reveal my take on what branding really is and how we can waste a lot of time and money when we get this wrong. In my experience, many consultants go about branding the wrong way, in a way that is ineffective and poten