Needs Analysis: Adding Services to your Firm’s Practice
This Needs Analysis is written for Management Consultants, CPAs, financial advisors and other business consulting professionals who want to grow their existing consulting practice and provide additional consulting services.
Once you have completed this Needs Analysis, you will know (1) if you can add new services to your practice, and (2) how to move forward. New services can generate additional revenues, helping your practice thrive.
Needs Analysis: Adding Services to your Firm’s Practice
Please answer each question yes/no.
1. Do you need to expand your consulting service offerings? According to the Boston Consulting Group, clients using 4 or more firm services are the least likely to leave. How many of your consulting services does your average client use?
2. Do you currently service all your existing clients’ business needs? The easiest client to win is the one you already have. Does your current methodology uncover all of the holes in your client’s operations –whether you have the expertise to service them or not?
3. Do you have extra billable time to build out a new model? You could blow out billable hours trying to build a consulting system yourself—and maybe fail (or take months to do something you could do in days). The other option is to use a top-rated business consulting system –like a consulting practice-in-a-box.
4. Do you know which consulting area(s) to move into? You want to make an informed decision about expanding your consulting services. By using a proven operational methodology to assess your client’s needs, you can be sure that you match expertise to your client's greatest needs.
5. Do you have enough expertise or credibility to move into a new area? Best practice is to analyze a client’s operations, identify weaknesses, and coach the company using a defined, executable plan. Let’s face it: no one is an expert on every operational area. You can rely on your personal expertise and build out a referral network of professionals with complementary skills. This positions you as the trusted advisor directing the strategic plan. Senior management can also execute the plan themselves, with you holding their feet to the fire. Your credibility as a professional–the trust you’ve already earned-- is the basis for helping clients across their entire operation. The first step is to analyze their needs and see where they need help.
6. Do you have an accurate assessment that identifies engagement opportunities? Do you start engagements by analyzing the totality of a company’s operational areas to uncover service opportunities? Are you using data to leverage best practices from assessment through execution? Do you know if you’re getting the maximum results with each engagement?
In addition to calculating potential business value and operational transparency, are your assessment reports detailed to the point where you and your client clearly see risks to company value, how to fix them, and what they’re worth?
7. Do you employ best practices and a proven, consistent assessment methodology (or is everything from scratch)? When starting (or standardizing) your consulting practice, it helps knowing you have the absolute best practices and methodology—so even your newest consultant always produces accurate recommendations.
A consistent methodology helps you scale. Whether you bring on new talent or subcontract with an outside specialist, you can easily delegate, manage, and coordinate all services, allowing others to pick up where you left off.
8. Is your client assessment easy to use, and does not interrupt existing work? Any new technology and services you add to your practice should be easy to implement and use without disrupting your existing work. Easy-to-use features should include a free initial assessment, with no cost for you or your client to generate a valuable, actionable Executive Report–in minutes. This helps you show your clients what they are worth, how much they can grow, and how to get there--for free (no barrier to entry).
9. Do you know how to prove your value—and not risk your reputation? It should be easy for you to show your client or prospect the ROI for the services you’d provide. This allows you to propose services with a ‘no-brainer’ ROI - at least a 10X – so your client would be foolish NOT to hire you. When researching a methodology, make sure it has years of successful market use and comes recommended by consultants like you.
10. Do you know how to sell both your current services and your new services? Too many professionals are stuck relying on referrals, or are challenged by having to ‘sell’ themselves or their firm. Sales training that is tailored to consultants like you and includes scripts and tips can help you sell additional services to existing clients --and win new clients.
11. Do you have ‘industry best’ marketing practices and materials to help you attract, close and service new clients? Marketing materials should include email and phone scripts, collateral, campaigns, website messaging, SEO to get local leads, sample presentations, speaker notes, and more… Everything you need to build your practice.
12. Can you easily see new service opportunities with existing clients and develop new clients –is it easy to generate leads? Using technology to leverage your expertise, it should take only 15 minutes to have a conversation that uncovers several areas where you can help your client or prospect to grow. You should be capturing and analyzing this data for every business executive you meet. Are you able to do this consistently today?
If you answered “No” to 3 or more of Needs Analysis questions, perhaps you should consider a business consulting system–like getting a consulting practice-in-a-box.
CoreValue is the #1 Best-Selling Business Consulting System. There are 6 main reasons to consider CoreValue:
- Uses the BEST Methodology
- Delivers the BEST Results
- Is the EASIEST to Use
- Offers the BEST Support
- Helps you with the BEST Marketing
- Is the Price Performance LEADER.
“CoreValue provides a significant opportunity for firms to increase their revenue. The software is sophisticated and easy to use, showing clients what they could be worth if operations were “buttoned up” using the firm’s services. CoreValue allows even the most marketing-challenged CPA to sell services.” --Robert J. Jirovec, CPA
What’s holding you back?
Next Steps:
- Go to www.corevaluesoftware.com
- Call (800) 640-1848
- Schedule a meeting to discuss your firm’s needs
