Growing a Consulting Practice in 2013 IEEE Consultants’ Network of San Diego April meeting 2013.

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Presentation transcript:

Growing a Consulting Practice in 2013 IEEE Consultants’ Network of San Diego April meeting 2013

Ways to Grow a Business Marketing Sales Operations Strategic

Marketing Define what you do  What does your company offer?  Who do you sell to? Define your product line  Evaluate your previous projects  Determine what you can package  Determine demand

Marketing Pricing  Determine: Value Competition Costs Targeting the market you want

Sales Finding Prospects Qualifying Prospect Getting the right pitch Overcoming objections Asking for the deal Closing the deal

Operations Bundle Expenses Modern accounting options “Tele-commute” Bundle projects Rent vs Buy

Strategic Outsource Job shop Partnerships Acquisitions Merger Sale of Business

Michael Bryant Software Synergistics

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