Unfair Advantage - Blog

Am I normal? How much profit you should make, and other yardsticks for consultants

29 June 2017 |

Category: Advice

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Author: Elisabeth Geake

Are you charging your clients too little - or too much? Getting the profit margin right can be a balancing act when you’re setting up a company, or starting a new line of business. But don’t spend ages wondering what you can, and should, charge: there are rules of thumb for this, and for many other aspects of...

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Growing pains: solving the crises that hit as your business becomes more successful

27 June 2017 |

Category: Advice

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When consultancies grow, they typically endure a series of crises on the way. And often these arise when the things that have made the firm really successful thus far turn into the things that are holding it back. In this article, we look at five crises and how to overcome them so you can power ahead.

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When work dries up, don’t panic - lay the foundations for growth

13 June 2017 |

Category: Advice

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Author: Simon Clark

In periods of uncertainty, you might find your people at a loose end, without active client work to do. This is a superb opportunity to use their skills for your firm’s future benefit. We look at what to focus your people on, and how to ensure your cost base is flexible. 

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How to sell when nobody’s buying

13 June 2017 |

Category: Advice

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Author: Simon Clark

This has to be one of the toughest things you’ll face in business. But you can get through. We reckon the key to surviving times of uncertainty - crisis even - is persuading clients that you can weather the storm better together. Here are 7 ways to sell to clients who find themselves under stress. 

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Sustaining your consulting business in uncertain times

13 June 2017 |

Category: Advice

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How do you sustain your business when clients have stopped making decisions or, worse, started to terminate projects? In this blog we look at how events can be opportunities in disguise, and explore some sensible precautions to take, to make sure you weather the storm. 

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When and how to sack difficult clients

06 June 2017 |

Category: Advice

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Author: Simon Clark

We’ve written before about how to spot difficult clients, and the types you might run into. They’re usually just a tiny proportion of the clients a consultancy attracts, but their influence can be significant. And sometimes you just have to move on. Here are some thoughts about how to do it. 

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