Q: "Hey Ash, Flo - would love to implement some of the value proposition stuff you keep talking about. But we're a 15-practice firm! Where should I even start?" A: "You start by creating multiple propositions. Here, let me show you..." *proceeds to pull out pins, red string, and a Matryoshka doll* Voices, production, etc. by Ash and Flo. Creative and design advice by @calmar.creativ Into, outro voiceover by @iamthedakota Music also by @iamthedakota Please find the shownotes to this episode on unbillable-hrs.com. Oh, and: Register for the Deltek webinar with Flo (July 18th, 8pm CET) using this link right here. Thanks!

All consultancies have know-how... but not all of them have it formalized (let alone refined to a point where it might become some form or IP). If your firm is in the latter group - which steps could you take towards a more refined, compelling form of "know-how-packaging"? We asked Curley Thirty Three's Liam Curley for tips:

Episode guest: Liam Curley, Founder, Curley Thirty Three.

Voices, production, etc. by Ash and Flo. Creative and design advice by @calmar.creativ Into, outro voiceover by @iamthedakota Music also by @iamthedakota Please find the shownotes to this episode on unbillable-hrs.com.

Ash and Flo discuss a recent think piece from Source Global Research, pointing to interesting changes in professional services buyers' spending patterns and service buying preferences. Is it time to tweak your firm's messaging?

Voices, production, etc. by Ash and Flo. Creative and design advice by @calmar.creativ Into, outro voiceover by @iamthedakota Music also by @iamthedakota

Please find the shownotes to this eposide at unbillable-hrs.com.

Sure, your firm has frameworks - but does it have a "signature methodology," i.e., a proprietary process designed to help educate prospects and structure engagements? If not, you should design one ASAP - and listen to this to learn how you might do it:

Voices, production, etc. by Ash and Flo. Creative and design advice by @calmar.creativ Into, outro voiceover by @iamthedakota Music also by @iamthedakota

Have your value prop, signature method, and offerings defined (as per our earlier episodes)? Great, congrats! Then you're ready to keep improving everything by using client feedback in some of the ways Ash and Flo describe here. Voices, production, etc. by Ash and Flo. Creative and design advice by @calmar.creativ Into, outro voiceover by @iamthedakota Music also by @iamthedakota

Does your consultancy have a point of view on its clients' industry, business, and challenges yet? No? Well, then, this is the episode for you because in it, Ash and Flo share their framework for distilling one (or several, should you need them). Voices, production, etc. by Ash and Flo. Creative and design advice by @calmar.creativ Into, outro voiceover by @iamthedakota Music also by @iamthedakota Please find the shownotes to this episode on unbillable-hrs.com.

Ever wonder how we're producing this humble podcast? Well, Flo spilled the beans when speaking to John Tyreman over at "Podcasting in Professional Services," and John was kind enough to permit us to re-release the episode here, in this feed, so here you go!

Episode guest: Flo Heinrichs, founder, client friendly. Voices, production, etc. by John Tyreman and crew at Red Cedar Marketing. Check out John's podcast over at https://www.redcedarmarketing.com/podcasting-in-professional-services (or wherever you get your podcasts)

"Market segmentation" remains the most under-utilized source of differentiation in all of consulting... So how can you segment properly, and create an edge for your firm? Ash and Flo discuss:

Voices, production, etc. by Ash and Flo. Creative and design advice by @calmar.creativ Into, outro voiceover by @iamthedakota Music also by @iamthedakota