Instead of looking for needles in a haystack, new technologies should help us detect/prioritize companies that have consulting needs

Our challenge: expand our prospect base, build more qualified contacts, and engage them with compelling messaging and strong hooks

When it comes to sales prospecting, let's be clear, we don't do it well; we need to better structure our methods and, above all, actively manage the account plans that have been defined

The biggest difficulty is proactivity: if we are approached about a project we weren't already aware of, we will take on a scouting role; we have to get involved early, identify and even create opportunities before the calls for tenders.

Our CRM and digital marketing tools are anything but effective… too complex… the information is untapped and/or unusable because it is not aligned with the needs of the consulting business… a lot of money for very limited return

We, the "Consultants", were selected based on our technical and/or interpersonal skills; we do not naturally possess the know-how of Business Developers

“Historically, we had a few key relationships with a few major accounts… and that was enough to keep the business going; clearly, given the competition, this business development model no longer works”