{"id":12086,"date":"2016-02-23T09:07:06","date_gmt":"2016-02-23T14:07:06","guid":{"rendered":"https:\/\/www.bullhorn.com\/eu\/?p=12086"},"modified":"2019-03-01T21:26:10","modified_gmt":"2019-03-01T21:26:10","slug":"drive-growth-as-consultant-partner","status":"publish","type":"post","link":"https:\/\/www.bullhorn.com\/eu\/blog\/drive-growth-as-consultant-partner\/","title":{"rendered":"Consulting Partners Driving Growth"},"content":{"rendered":"<p><span style=\"font-weight: 400\">The \u201cPeter Principle\u201d was first observed by Dr. Laurence J. Peter in 1968, and was described in his book of the same name. Roughly, it states that in an organisational&nbsp;<\/span><a href=\"http:\/\/www.investopedia.com\/terms\/c\/corporate-hierarchy.asp\" target=\"_blank\"><span style=\"font-weight: 400\">hierarchy<\/span><\/a><span style=\"font-weight: 400\">, employees will be promoted to their level of incompetence. In fact, it is not so much that weaknesses are laid bare, but that the new role brings a demand for unlearned skills. Dr. Laurence sums up the Peter Principle in this way: &#8220;The cream rises until it sours.&#8221;<\/span><\/p>\n<p><span style=\"font-weight: 400\">This is as true for consultancies as it is for any other profession. The Peter Principle applies to the increasing requirement for partners to generate new business. The common view that the mechanics of drumming up trade \u201cis not what I signed up for\u201d has been overridden by the recognition that partners \u2013 or those aspiring to this position \u2013 are judged not merely on the quality of their work, but on the commercial value they add to the firm. When a consultant is armed with the proper tools, however, new business generation becomes a natural extension of a consultant\u2019s career-long status as a trusted advisor. The only difference is that the consultant isn\u2019t a client. Not yet, anyway.<\/span><\/p>\n<p><span style=\"font-weight: 400\">Modern <\/span><a href=\"https:\/\/www.bullhorn.com\/eu\" target=\"_blank\"><span style=\"font-weight: 400\">relationship management software<\/span><\/a><span style=\"font-weight: 400\"> may be just the toolkit that consultants need. For example, by properly capturing the details of new contacts within a client agency, these relationships can be properly nurtured, ensuring that the ball isn\u2019t dropped if an opportunity arises. The software can flag when a key contact has been overlooked for too long and prompt a meeting. Mobile access allows \u201cdead time\u201d when waiting for a train, for instance, to be put to better use by giving you contact details wherever you are. Additionally, <\/span><a href=\"https:\/\/www.bullhorn.com\/eu\/topics\/customer-relationship-management-software\/\" target=\"_blank\"><span style=\"font-weight: 400\">customer relationship management software<\/span><\/a><span style=\"font-weight: 400\"> can identify new points of commonality (\u201cI see that our two companies are doing some interesting work together in Australia \u2013 why don\u2019t we have lunch and we can talk through it?\u201d).<\/span><\/p>\n<p><span style=\"font-weight: 400\">The key point here is that integrating relationship management into everyday work life enables timely discussions around client needs, often long before a project is fully scoped out. This allows you to offer early-stage consultancy and naturally positions you as the trusted advisor of choice when an opportunity becomes concrete.<\/span><\/p>\n<p><span style=\"font-weight: 400\">So, don\u2019t be a Peter (or a Petra) \u2013 give yourself the tools you need to embrace the new business dimensions of your role, something that will aid the development of both you and your consultancy. If you want to find out more, feel free to <a href=\"https:\/\/www.bullhorn.com\/eu\/contact-us\/\" target=\"_blank\">get in touch<\/a>. If you liked this post, please take the time to share it with your community.<\/span><\/p>\n<img decoding=\"async\" class=\"alignleft\" src=\"https:\/\/www.bullhorn.com\/eu\/wp-content\/uploads\/sites\/21\/2016\/07\/richard.jpeg\" alt=\"richard\" \/>\n<p>r.young@bullhorn.com |&nbsp;<a href=\"https:\/\/twitter.com\/Richard_Y\" target=\"_blank\">Twitter<\/a>&nbsp;|&nbsp;<a href=\"https:\/\/www.linkedin.com\/in\/crmuk?authType=NAME_SEARCH&amp;authToken=Qfc-&amp;locale=en_US&amp;trk=tyah&amp;trkInfo=clickedVertical%3Amynetwork%2CclickedEntityId%3A14073950%2CauthType%3ANAME_SEARCH%2Cidx%3A1-1-1%2CtarId%3A1468346496225%2Ctas%3Arich\">LinkedIn<\/a><\/p>\n<p><em><span style=\"font-weight: 400\">Richard helped introduce CRM to the UK back in the \u201990s. With this wealth of knowledge, Richard helps organizations with their CRM and sales management processes&nbsp;in a practical and efficient manner.<\/span><\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>The \u201cPeter Principle\u201d was first observed by Dr. Laurence J. Peter in 1968, and was described in his book of the same name. Roughly, it states that in an organisational&nbsp;hierarchy, employees will be promoted to their level of incompetence. In fact, it is not so much that weaknesses are laid bare, but that the new [&hellip;]<\/p>\n","protected":false},"author":72,"featured_media":12335,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"om_disable_all_campaigns":false,"footnotes":""},"categories":[585],"tags":[78,105,344,341],"class_list":["post-12086","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-tips-tricks-and-how-tos","tag-bullhorn","tag-bullhorn-crm","tag-client-relationship-management","tag-consulting"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.2 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Business Development for Consulting Firms | Bullhorn UK<\/title>\n<meta name=\"description\" content=\"Customer relationship management software can help consulting firms and their partners address business development challenges. Learn more!\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.bullhorn.com\/eu\/blog\/drive-growth-as-consultant-partner\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Business Development for Consulting Firms | Bullhorn UK\" \/>\n<meta property=\"og:description\" content=\"Customer relationship management software can help consulting firms and their partners address business development challenges. 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Richard has built an in-depth knowledge of the CRM industry based on over 20 years of experience. Richard has worked with a diverse range of companies including WPP Group, KPMG, McKinsey &amp; Co., Royal Bank of Scotland, NIG, and Mercedes-Benz.","sameAs":["https:\/\/www.linkedin.com\/in\/crmuk","https:\/\/x.com\/Richard_Y"],"url":"https:\/\/www.bullhorn.com\/eu\/blog\/author\/ryoung\/"}]}},"grav_blocks":null,"card_markup":"<a class=\"card-resource\" href=\"https:\/\/www.bullhorn.com\/eu\/blog\/drive-growth-as-consultant-partner\/\">\n\t\t\t<div aria-hidden=\"true\" class=\"card-resource__image-container\">\n\t\t\t<img class=\"card-resource__image\" alt=\"consulting\" title=\"consulting\" src=\"https:\/\/www.bullhorn.com\/eu\/wp-content\/uploads\/sites\/21\/2016\/02\/consulting.jpg\" \/>\t\t<\/div>\n\t\t\t<div class=\"card-resource__content\">\n\t\t\t\t\t<span class=\"card-resource__category\">Tips, Tricks, and How-Tos<\/span>\n\t\t\t\t\t<h5 class=\"card-resource__title\">Consulting Partners Driving Growth<\/h5>\n\t\t\t<\/div>\n<\/a>\n","_links":{"self":[{"href":"https:\/\/www.bullhorn.com\/eu\/wp-json\/wp\/v2\/posts\/12086","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.bullhorn.com\/eu\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.bullhorn.com\/eu\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.bullhorn.com\/eu\/wp-json\/wp\/v2\/users\/72"}],"replies":[{"embeddable":true,"href":"https:\/\/www.bullhorn.com\/eu\/wp-json\/wp\/v2\/comments?post=12086"}],"version-history":[{"count":0,"href":"https:\/\/www.bullhorn.com\/eu\/wp-json\/wp\/v2\/posts\/12086\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.bullhorn.com\/eu\/wp-json\/wp\/v2\/media\/12335"}],"wp:attachment":[{"href":"https:\/\/www.bullhorn.com\/eu\/wp-json\/wp\/v2\/media?parent=12086"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.bullhorn.com\/eu\/wp-json\/wp\/v2\/categories?post=12086"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.bullhorn.com\/eu\/wp-json\/wp\/v2\/tags?post=12086"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}