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Consulting firms must gear up for stronger 2006, says 'Guerrilla' author
 
 Can consulting firms sit
back and breathe a sigh
of relief now that the
worst market slump in 35
years appears to be
history? Not if they
want to grow and
succeed, advises
Guerrilla Marketing for
Consultants
co-author,
Michael W McLaughlin.
   The challenges may
even be greater than
before. "In today's
 
 market, a rising tide
won't float all boats,"
points out McLaughlin.
"Instead, the rewards
will follow those who
lead in their markets.
Expect the gap between
the winners and everyone
else to widen as clients
become choosier about
where they spend their
consulting dollars."
   Indeed, consulting
firms need to remember
 
 the basics if they want
to rise to the top.
McLaughlin advises
consultants to follow
four tips:
   First, take your own
advice - create a
marketing plan, if you
haven't already. Your
plan should spell out
the fundamentals of your
marketing strategy, but
it doesn't have to be
long and cumbersome.
 
    Second, walk in your
client's shoes - get a
good understanding of
how they really perceive
your firm. Ask them to
assess their experiences
with your firm.
   Third, conduct your
project "orchestra" with
finesse - strengthen
your consulting process
skills (such as scope
management, client
interviewing, and client
 
 relationship management)
to ensure that projects
are completed
profitably.
   Fourth, thrive on
uncertainty - you can't
predict what's going to
happen in 2006, so learn
how to adapt and be
comfortable in a
changing environment.
  
 
 
Senior execs bullish on growth prospects for 2006, says Accenture survey
 
 Three-quarters of senior
executives in North
America, Europe and Asia
believe their companies
and industries will grow
in 2006, according to
the results of an online
survey conducted by
Accenture.
   The annual survey,
which identifies the
business outlook and
major concerns of more
than 900 "C-suite"
executives in the United
States, the United
Kingdom, Germany,
France, Italy, Spain,
Japan, Canada and China,
also found that nearly
four-fifths (78%) of
companies will be hiring
in the next six months
either to fill crucial
positions as they are
 
  
   
 
 
 
 
 
 
 
 C-suite executives that
the global economy is
getting stronger should
be a hopeful indicator
for global business,"
said Mark Foster, chief
executive of Accenture's
Products operating
group. "As optimism for
the global economic
climate improves, top
executives are more apt
to focus on improving
their own businesses by
spending for programs
that might have been
curtailed or postponed
and by hiring new
employees to carry out
their growth plans."
   From an industry
perspective, respondents
in the financial
services industry were
the most optimistic
 
 about their industry's
growth, with 86% of
these respondents saying
they expect their
industry to grow this
year. Respondents in
government were the
least optimistic, with
only 57% of these
respondents expecting
growth this year.
   Chief operating
officers and HR
directors are the most
optimistic about the
growth of their
organizations than are
other senior executives
with nearly 80%
predicting business
growth in 2006.
   The survey also asked
respondents to identify
what they believe to be
the top 10 threats to
 
 their company's success
in 2006.
   The top three
perceived threats were
competitors (72%), the
health of the global
economy (67%) and the
inability to attract and
retain the best talent
(67%).
   The three areas of
least concern were
compliance with
government regulations,
with 38% of responders
identified it as threat,
inability to focus on
core competencies (37%)
and instability of
senior leadership (35%).
   39% of responders
identified terrorism as
threat, rating it sixth.

  
 
 vacated or to actively
recruit new employees.
In addition, nearly half
(46%) of the companies
expect to increase
spending this year.
   From a geographic
perspective, executives
in China are the most
optimistic about
economic growth. In
fact, nearly every
Chinese respondent (98%)
predicted growth for his
or her industry this
year.
   "The perception among
 
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