Guerrilla Marketing for Consultants

Strategies for Winning the Professional Services Sale

In today’s market for professional services, the buyer is in the driver’s seat.

Selling services can be time-consuming, costly, and unpredictable, and consultants who rely on conventional sales strategies to land projects are not keeping pace with the demands of the new breed of services buyer.

I'll discuss this issue in a free webcast entitled: Understanding the New Buyer. The session is sponsored by Primavera, the project and portfolio management software company.

If you're interested, the webcast will be held on Tuesday, June 20, at 11:00am Pacific time/2:00pm Eastern time. To attend the webcast, register here.

Castles of Sand

In my home state, we just wrapped up voting in statewide and local elections. In the previous few weeks, my mailbox, phone, and the airwaves were inundated with pleas from incumbent politicians and wannabes for my vote.

In most political races, incumbents enjoy an enviable competitive advantage over newcomers. For consultants, the power of the incumbent service provider can also make it tough—but not impossible—for others to get in the door.

In this month's issue of The Guerrilla Consultant, we discuss what works, and what doesn’t, when selling against a strong incumbent consultant.

Read The Guerrilla Consultant.