Want better leads for your consulting business? Start by spotting the right triggers. 👇
Not all triggers are created equal.
If you’re a business consultant, the biggest bang for your buck often comes from identifying performance-related issues – the kind that quietly drive decision-makers to seek external help.
Things like:
– Profitability issues despite growth
– Project delays or budget overruns
– Declining margins
– Inefficiencies caused by scaling too fast
But here’s the challenge:
These problems rarely show up in public search results unless you’re targeting large, publicly listed companies.
So what do you do if you work with mid-market firms or small private companies?
You dig for hidden triggers. Here are a few practical ways to spot them:
✅ New hires at the top:
Leadership changes often signal a shift in priorities. A new CFO, COO, or CRO typically indicates a focus on tightening operations, reviewing costs, or solving growth challenges. These are moments when companies become open to external expertise.
✅ Job postings with performance clues:
Certain roles – like Business Process Manager, Continuous Improvement Lead, or Revenue Operations Manager – point to internal friction. They suggest the business knows there’s a problem and is trying to solve it.
✅ Referral partners (when structured well)
Advisors like accountants, lawyers, and fractional execs often see issues before anyone else. But unless those partnerships are built intentionally – with clear expectations and regular communication – they’re unlikely to refer you when it matters.
Trying to generate leads without understanding triggers is like fishing without knowing where the fish are. Every consulting opportunity has a trigger that activates it. When you find those that are relevant to your services, lead generation and business development become easier.
Of course, this doesn’t mean every lead is going to be interested in buying right away. You do need to build and nurture relationships, but identifying triggers helps point you to buyers that are likely to close faster.
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Ready to add $100k-$500k revenue to your consulting business in 12 months or less without burning out? Schedule a call and let me show you how.
Image credit: Dalle-3
