As the U.S. and other developed countries continue their evolution toward a service economy, the number of service groups is multiplying rapidly, and service group excellence has become essential. But what exactly is a service group? There are two types.
Whether a service group is internal or external, it faces certain intrinsic challenges.
If you want your consultants to help up-sell and expand your current client accounts, don’t ask them to “sell”. The very word sends shivers up the spine of many consultants. Most react to the prospect of selling with all the enthusiasm of a turnip. Yet external service groups are ideally positioned to identify potential sales opportunities and influence client purchasing decisions. So how do you go about motivating and developing consultants to grow business?
You may remember the nature vs. nurture issue in regard to where positive human traits (such as strong abilities) and negative human traits (such as diseases) come from. Those who land on the nature side of the argument profess that it is all predestined and based on our DNA. Those who favor the nurture side believe that how we are raised and what we experience is the primary driver.
There are seven critical elements you need to consider when planning your Consultant Development Program if you want to truly enhance the level and type of service your professional service employees provide to their clients. We refer to these elements as The Seven Pillars. Together they make up, and hold up, a complete approach to building effective consulting organizations.
No organizational structure is perfect, but many of them across business today could be a lot better. The challenge is that many structures out there breed unintentional conflict. Does yours? Perhaps it’s time to rethink your organizational structure.