How to Triple Your Revenue In Six Months or Less Worksheets © 2013 David A. Fields www.davidafields.com Overall Goal Area of Focus Detective Sodalist Plan Process Expert Modalist Implementation Outsource Professional Value proposition Target Competition Position Marketing Client Choices Fee structure Pricing Contract type Firm structure Results DAVID A. FIELDS www.davidafields.com Triple Your Revenue in 6 Months - Worksheets ©2013 David A. Fields; all rights reserved. [email protected] 203-438-7236 Focus is critical to success 2  The type of work you do most often is an indication Overall Goal Indicator Area of Focus Detective Sodalist Plan Process Expert Modalist Implementation Outsource Professional • Every project is different • Clients give loose parameters if any • Clients know what they want to do, but not how • Deep expertise in a few areas • Have standardized, repeatable approaches • Frequently respond to RFPs • Deliverables are frequently identical across clients • Your offering has low differentiation Results DAVID A. FIELDS www.davidafields.com Triple Your Revenue in 6 Months - Worksheets ©2013 David A. Fields; all rights reserved. [email protected] 203-438-7236 Which Consultant Are You? 3  Your client/decision-maker’s position is another good indicator Overall Goal Area of Focus Detective Sodalist Plan Process Expert Modalist Implementation Outsource Professional Decision Maker’s Position • Board • C-Suite • Division President • C-Suite • V.P. • Sr. Director • V.P. • Director • Manager Results DAVID A. FIELDS www.davidafields.com Triple Your Revenue in 6 Months - Worksheets ©2013 David A. Fields; all rights reserved. [email protected] 203-438-7236 Which Consultant Are You? 4  List all the projects you were hired to do over the past 1-2 years (use more sheets if necessary) Project Client DM’s Position Actual Outcome Area of focus  Detailed Plan  Implementation  Area of focus Detailed Plan  Implementation   Area of focus  Detailed Plan  Implementation  Area of focus Detailed Plan  Implementation   Area of focus  Detailed Plan  Implementation  DAVID A. FIELDS www.davidafields.com Triple Your Revenue in 6 Months - Worksheets ©2013 David A. Fields; all rights reserved. [email protected] 203-438-7236 Worksheet #1 – Past Work 5   What do your past projects say about where you fit most naturally on the Decision Ladder?  Who is your most common Decision Maker?  What question is at the root of most of your projects?  How much does the client typically specify in terms of the task to be done and the approach to complete the task?  What work do you enjoy most?  What work do you feel most qualified to complete? There are no bad answers! DAVID A. FIELDS www.davidafields.com Triple Your Revenue in 6 Months - Worksheets ©2013 David A. Fields; all rights reserved. [email protected] 203-438-7236 Using Worksheet #1 6  Catalog your areas of strengths, areas of expertise and advantages vs. competitive consultants Strength/Area of Expertise/Competitive Advantage Best suited for Advising clients on where to focus resources Showing clients in detail how to reach the goal  Implementing with excellence   Advising clients on where to focus resources  Showing clients in detail how to reach the goal  Implementing with excellence  Advising clients on where to focus resources Showing clients in detail how to reach the goal  Implementing with excellence   Advising clients on where to focus resources  Showing clients in detail how to reach the goal  Implementing with excellence  Advising clients on where to focus resources  Showing clients in detail how to reach the goal  Implementing with excellence  DAVID A. FIELDS www.davidafields.com Triple Your Revenue in 6 Months - Worksheets ©2013 David A. Fields; all rights reserved. [email protected] 203-438-7236 Worksheet #2 – Strengths 7   What do your strengths, areas of expertise and competitive advantages say about what type of Consulting you can do best?  Do you have a lot of process skills?  Do you have the ability to deliver with high quality at low cost?  Do you create new constructs, frameworks and theories? There are no bad answers! DAVID A. FIELDS www.davidafields.com Triple Your Revenue in 6 Months - Worksheets ©2013 David A. Fields; all rights reserved. [email protected] 203-438-7236 Using Worksheet #2 8  What tactics will you employ to get known? How, specifically, will you execute that tactic? Tactic (e.g. speech, trade association, models) Specific executions (e.g. ROI modeler) Participation in trade association  DAVID A. FIELDS www.davidafields.com  Join convention committee Speak at national convention Triple Your Revenue in 6 Months - Worksheets ©2013 David A. Fields; all rights reserved. [email protected] 203-438-7236 Worksheet #3 – Marketing Tactics 9   What are the marketing tactics you will focus on over the next 12 months to become more Known?  Focus to succeed rather than scattershot approach  Then build off successes; leverage strengths  Concentrate on what works, not what’s easy  Don’t be derailed by fads What are the different ways you will bring each marketing tactic to life? i.e., how will you execute it?  List each execution you plan to complete over the next 12 months  Be bold, audacious and aspirational, not crazy DAVID A. FIELDS www.davidafields.com Triple Your Revenue in 6 Months - Worksheets ©2013 David A. Fields; all rights reserved. [email protected] 203-438-7236 Using Worksheet #3 10  What is your plan to complete each specific execution of your tactic? Specific execution Join convention committee DAVID A. FIELDS www.davidafields.com Resources Needed  Guidance from John Doe Action Steps    Call John Doe Contact committee head Participate in kickoff meeting Due Date    February 15 February 20 March 12 Triple Your Revenue in 6 Months - Worksheets ©2013 David A. Fields; all rights reserved. [email protected] 203-438-7236 Worksheet #4 – Action Plan 11   First list all your specific executions from Worksheet #3 For each execution, list:  The resources you’ll need to succeed  People, money, tools, guidance, etc.  The specific action steps  Be as granular as you need to be to keep moving and keep motivated  Due date  Make a realistic, aggressive calendar and stick to it  Use a partner, mentor or coach DAVID A. FIELDS www.davidafields.com Triple Your Revenue in 6 Months - Worksheets ©2013 David A. Fields; all rights reserved. [email protected] 203-438-7236 Using Worksheet #4 12  What are all the benefits of this project? Hard Benefits Value to client Soft Benefits Emotional impact DAVID A. FIELDS www.davidafields.com Triple Your Revenue in 6 Months - Worksheets ©2013 David A. Fields; all rights reserved. [email protected] 203-438-7236 Worksheet #5 13  Use the Common Sources of Value listed below as a springboard to increase the value of your projects Hard Benefits Soft Benefits Increase Reduce Improve Create Revenue Costs Productivity Strategy Recognition Profit Time/Effort Processes Alignment Personal awards and rewards Growth Complaints Motivation Systems Price Value Attrition Capabilities Processes Authority Retention Risk Service Business Stature ROI, ROA Conflict Information Products Budget Efficiency Admin Reputation Inspiration Reduced stress Visibility Infrastructure Loyalty Transformation Job satisfaction Equity DAVID A. FIELDS www.davidafields.com Quality Personal growth Triple Your Revenue in 6 Months - Worksheets ©2013 David A. Fields; all rights reserved. [email protected] 203-438-7236 Using Worksheet #5 14