GOING AFTER BIG CLIENTS




Are you reluctant to go after big clients because you think you can't compete with larger consulting firms?

Developing a more robust differentiation strategy may be time if you want to compete with big consulting firms. It is all about helping your target audience solve a problem they don't have a solution for and doing it better than anyone else.


Here are a few things you need to focus on competing with big consulting firms:


  1. Highlight your niche, strengths and what makes you unique

  2. Share success stories about how you helped your clients solve problems

  3. Be ready to address objections by converting them into advantages working with you

  4. Offer something that big consulting firms can't and don't

  5. Be innovative and win through fresh ideas and solutions


To beat someone at something they are great is foolish; instead, focus on positioning deliberately distinct.

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