Welcome Professionals…
…As top management consultants, we continuously strive to attract clients to our services and to build a strong reputation as an expert. Both can be enhanced by establishing your own platform.
A platform is a format to connect with your target audience and to share value. Typical formats are a regular lunch/dinner table, a blog/podcast/YouTube channel, an E-Mail newsletter, a conference/networking event, a service club. Note: a simple LinkedIn profile is not a platform!
The goal of a platform is to build relationships with a long-term focus. Value is shared generously to the target audience usually for free or for minor a subscription fee, but it is never transaction-based. You cannot pay directly for the value received. The value contribution of the platform builder needs to be different to the professional services that are provided for a fee. It needs to go beyond the typical scope of the business in order to stand out and attract the target audience. Then, a platform can be very powerful to reach and attract new potential clients.
In summary, here are the main success factors for building a platform:
- Target a specific audience
- Share relevant value generously
- Stay persistent and establish a regular format
- Foster multi-lateral relationships within the platform
- Focus on building relationships, never transactions
A successful example for a platform was built by one of my friends, who is Partner at a leading strategy consultancy. He set up an expert circle for industrial service businesses about 8 years ago. Twice a year he organized a key note speech and discussion round for leaders of the service business. He has now reached a stage where the participants themselves suggest new members and funnel them into the circle. Members take a strong part in organizing events and even sponsoring the catering. Still, my friend is seen as the founder and chief curator of the platform and stands out as the expert for industrial service businesses which has finally led to many new assignments in that area.
Thursday Night Flight and the LinkedIn Group “Trusted Advisor – Success for Consultants” is a platform that was founded on the same building blocks, as you may have already noticed. We are well above 1’000 professional consultants now and for the future, I would like to see more interaction among members. So, feel free to connect and reach out.
What is your platform?
Malte
Thursday Night Flight is brought to you by Malte Müller Professionals. Sharing best practices for top management consultants on topics like communication, client handling, problem solving, appearance, and fitness. Check out www.mm-professionals.com for more material and free resources!
