307: Building Client Relationships

The importance of gaining a client's trust via a solid reputation in the market places a premium on leaders who are skillful in building client relationships. No one would expect a consulting firm with poor reputation to thrive. After all, any firm's future is only as bright as its reputation in the market.

It takes a strategic eye to focus on building client relationships for the long-term, even if it means sacrificing some revenue, and individual compensation, in the short-term. In this podcast we talk about how we approach building client relationships. More specifically, we discuss how we handle negotiating fees with clients. We dive into:

  • Should you consider competing on price?
  • What competing on price does to your firm?
  • If you compete on price what signal are you sending to the client?

Competing on price may bring in some extra revenue in the short-term, but will be damaging to the health of your business in the medium and long-term. Hence, competing on price actually destroys value and should be avoided.

However, if you are a small boutique consulting firm and you choose not to compete on price, how should you compete? In this podcast we also share with you an alternative to competing on price that works for us.

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827: Estimation = Brainstorming = Structures (Case Interview & Management Consulting classics)

827: Estimation = Brainstorming = Structures (Case Interview & Management Consulting classics)

For this episode, let's revisit a Case Interview & Management Consulting classic where we speak about the three core technical concepts around cases.   We always teach clients estimation technique fir...

24 Marras 20256min

826: Leadership versus teamwork answers (Case Interview & Management Consulting classics)

826: Leadership versus teamwork answers (Case Interview & Management Consulting classics)

For this episode, let's revisit a Case Interview & Management Consulting classic where we speak about leadership versus teamwork answers. If you are thinking through responses to leadership and team...

19 Marras 20257min

825: Six priorities for case interviews (Case Interview & Management Consulting classics)

825: Six priorities for case interviews (Case Interview & Management Consulting classics)

For this episode, let's revisit a Case Interview & Management Consulting classic where we provide a simple set of priority areas that a novice aspiring consultant should focus upon in the building up ...

17 Marras 20259min

824: Why candidates fail profit cases (Case Interview & Management Consulting classics)

824: Why candidates fail profit cases (Case Interview & Management Consulting classics)

For this episode, let's revisit a Case Interview & Management Consulting classic where we discuss why candidates fail profit cases.   Most candidates would tackle a McKinsey profitability case by pres...

12 Marras 20255min

823: Difference between learning and practicing (Case Interview & Management Consulting classics)

823: Difference between learning and practicing (Case Interview & Management Consulting classics)

99% of clients misunderstand learning and practicing. At its essence, you cannot practice McKinsey cases until you learn McKinsey cases. Most candidates start of their case interview preparation by re...

5 Marras 202510min

822: The importance of communication (Case Interview & Management Consulting classics)

822: The importance of communication (Case Interview & Management Consulting classics)

For this episode, let's revisit a Case Interview & Management Consulting classic where we discussed why communication is the most critical skill that a consultant must possess and how to effectively c...

15 Loka 202518min

821: If you speak english (Case Interview & Management Consulting classics)

821: If you speak english (Case Interview & Management Consulting classics)

For this episode, let's revisit a Case Interview & Management Consulting classic where we covered a topic about different offices and locations to work if you are an English speaker and its upside and...

13 Loka 202515min

820: The candidate that we took (Case Interview & Management Consulting classics)

820: The candidate that we took (Case Interview & Management Consulting classics)

For this episode, let's revisit a Case Interview & Management Consulting classic where we spoke about a candidate that we took that did not go well and the important lessons we learned from it.   Here...

8 Loka 202520min

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