Over the past 12-18 months, most IT-related consulting firms have found new projects and/or profits very elusive. Over these past few difficult months the "fat," and some muscle, has been trimmed, and a now lesser number of consulting organizations are poised to prosper in the next economic upturn. Prospective clients have finally started talking about new or long-awaited initiatives, and many rainmakers describe swelling pipelines.

The question now becomes, for those hoping to prosper, "How should we proceed, and when?" Obviously, some direction setting is appropriate. Building bench strength could still be very risky. Deploying a sales strategy and team is imperative. Given that a typical sales cycle can be 6 months, and the fact that being competitive for the highest priority projects / initiatives requires an established relationship and/or credibility, the time to be aggressive is now…for business in 3-6 months.

If a firm has more relationships and pipeline than it needs – already established – great. Otherwise, the only way to establish those new relationships (that result in wins) is to have effective representation on the street. Significant growth and increased market share is just over the horizon!

How is that best done? Attached are links to four articles offering various thoughts and observations. Perhaps an idea or two will strike you as appropriate and applicable for your endeavors. If you have additional and/or contrasting thoughts, we’d like to hear them. And, we’d like to help you get to where you want to go.

Accelerating Revenue Growth in a Down Economy

Sales Models for Consulting and Professional Services

Sample Sales Models

Out of Tough Times Come Competitive Improvements