One of my clients manages to embarrass me by introducing me as her Management Consultant, she feels that is the best way to describe what I do but it makes me cringe because of the connotations that go with it!
But it does make me wonder how to describe more effectively what I do, especially as I am in the middle of a campaign to win a couple more clients next year. I think that most businesses would benefit from what I do, that is not arrogance, it is simply that running your own business is a more than full time job and we could all do with the right help.
I would actually appreciate you telling me what you think is the right term for what I do (be nice now!)
These are some of the people that I have helped;
The person who started the business because they love what they do but now has to do all those other things that they did not realise they would have to do, book keeping, marketing, sales, purchasing, people – hiring, managing, firing – cash flow & finance etc etc, and nobody can be good at them all! I help to organise the business so that you can get on with the things you are best at.
Some of my clients have been running successful businesses but want to get back their life because they are working relentlessly long hours. Others want to sell or pass on the business and want to whip the business into shape.
I have helped many business owners who have reached a plateau – they have got so far, often after about 3 years, then they run out of the adrenalin that was fuelling them. Other people need a hand with some practical marketing or finding more customers, I often do some research on what customers like or do not like about a business. Once you have that information you can really build on it!
A fairly common scenario is someone working hard but just not making enough money. This situation is more common than most people realise, and I know from experience how hard it is to see the wood from the trees. Often this is compounded by a fear of changing in case that is going to lose us the customers we have.
I have worked with business owners who want to grow but are unsure about the next steps to take, or unable to spare the time to do the necessary preparation. In those cases I become a resource, taking some of the strain and getting tasks done that the owner does not have the time – or inclination- to get done, but are important if the business is to improve.
The way I go about working out what I can do for a client is what I call the Tutsan 3 Step Programme
In the first instance I talk to the business owner about the challenges and what they want, everybody has their own agenda and not everyone wants bucket loads of money, it is important to find out what is really important for the client!
I will then spend some time studying the business in action; this can vary from a few hours to a few days depending on the size and complexity of the business. This is important for me to get the feel of how it all works in practice.
After this I discuss my observations with the client and we agree priorities for action.
Dependent on that discussion we start to implement, and depending on the client’s preference I will undertake tasks that otherwise might have to be done by him or her.
This simple yet effective methodology virtually guarantees results if it is followed through. I approach things from a practical cost conscious position grounded in the years I spent running businesses myself; I think that actually having run my own businesses makes me a better adviser. And I am careful to make sure that the client gets good value for their investment in me!
But how do I describe that service?
If I can do these things why wouldn’t every small business take me on?
All the best
Chris
