Challenges in Increasing Revenues for Analyst and Professional Services Firms

Scenario, small analyst or professional services firm (or individual) wants to increase revenue and scale the business.  Assumption that hiring a sales rep will help the company grow, fund new hires, increase compensation, allow providers to do billable work, remove the possible awkwardness of selling, and …

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Why Building an Analyst’s Personal Brand Matters

As an analyst your personal brand matters as much as the firm you work for, in some cases even more so.  Analysts sell influence, expertise and connections.  Good ones provide context, insights, solutions and confidence.  The client’s certainty in what you provide them makes the …

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Knowledge is Power but Influence is King

While knowledge is a very attractive (and arguably necessary) trait for analysts influence can be an even more important attribute when considering your or your firm’s selling points. Aside from the access to information, insider details and the like, you get the better opportunities to promote …

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Leveraging Logical Fallacy

An analyst or firm having their name appear in the trade press, on websites and/or industry events lends them a veneer of credibility that provides tremendous returns. Why? Applying a variation of the logical fallacy the appeal to authority, having one’s name out there or …

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