Finding new sources of value

Finding new ways to create value for your clients has a stunning number of positive effects on your consulting business.

Let's dig into how you can find new ways to create value for your clients.

We're going to stick to the intangible value here. There's tons out there on quantifiable value, but intangible value, that's worth spilling some ink about!

Let's start with some easy wins for your consulting business.

Turning Handoffs Into "Events"

What happens when you finish a consulting project? Do you organize everything, button up loose ends, and send a final celebratory email to client stakeholder(s) and declare Miller Time?

Or, do you take the opportunity to create an… event? We don't mean that you should jump out of a cake or provide an all-expenses paid getaway for the entire project team, but you could take the opportunity presented by the end of a project to:

• Bring the project stakeholders and key participants together, either in real life (IRL) or online.
• Talk about the project's successes and lessons learned.
• Highlight the benefits and positive results that are already visible thanks to the project.
• Point out the progress that has resulted from the project.
• Amp up the good feelings that everybody is hopefully having.
• Express gratitude for everybody's assistance with creating the project's results.

Compared to a handoff email, how would a 45-minute "project recap" meeting that includes those elements be received? And more importantly, how would it reflect on your intangible value as a consultant?

For a minimal time investment, it's well worth trying this out next time you wrap up a project. Over time, you'll change how clients view working with you… for the better!

Next-Level Handoff Value Ideas

Of course, you could extend this idea by spending a bit more money, though we're still talking about less than $500 in most cases:

• Organize a project wrap-up lunch where you foot the bill. This is less formal than the project wrap-up meeting mentioned above but more… delicious. Changing the setting from a conference room to a restaurant or catered event may also make it more memorable.
• Organize a launch party to celebrate the project. This could be an after hours event, and it could involve a lot more than just your client. It's an opportunity to show off the project results to others in your network, increasing their trust in your ability to deliver.

Taking the time to pause, look around, and take stock of a job well done really makes a statement in our amped-up world. While others are rushing onto the next item on the to-do list, a hand-off event gives everyone the opportunity to take a long look at the project and actually integrate their experience.