{"id":5190,"date":"2023-01-18T08:00:00","date_gmt":"2023-01-18T13:00:00","guid":{"rendered":"http:\/blog\/story\/9-steps-to-building-a-unique-value-proposition-in-management-consulting\/"},"modified":"2023-01-18T13:10:48","modified_gmt":"2023-01-18T18:10:48","slug":"9-steps-to-building-a-unique-value-proposition-in-management-consulting","status":"publish","type":"post","link":"https:\/\/hingemarketing.com\/blog\/story\/9-steps-to-building-a-unique-value-proposition-in-management-consulting","title":{"rendered":"9 Steps to Building a Unique Value Proposition for Consulting Firms"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">A unique value proposition communicates your <a href=\"https:\/\/hingemarketing.com\/blog\/story\/find-your-differentiator-21-ways-to-gain-a-competitive-advantage-for-your-f\" target=\"_blank\" rel=\"noopener noreferrer\">competitive advantage<\/a> and why a client should do business with you. It\u2019s crucial to articulate the value of what you do and why you do it best.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">We\u2019ll walk through nine steps that will help sell the value of your services and win new clients.<\/span><\/p>\n<div class=\"cta-link\">\n<p><a href=\"https:\/\/hingemarketing.com\/library\/article\/the_brand_building_guide\" target=\"_blank\" rel=\"noopener\">Download the Brand Building Guide<\/a><\/p>\n<\/div>\n<h2>1. Figure out the why<\/h2>\n<p><i><span style=\"font-weight: 400;\">\u201cWhy do you need a value proposition?\u201d <\/span><\/i><span style=\"font-weight: 400;\">If you can\u2019t easily articulate why prospects should hire you, prospective clients won\u2019t be able to either. It\u2019s important to understand the value you have to offer your clients and express this clearly and succinctly.\u00a0<\/span><\/p>\n<h2>2. Really understand what you do<\/h2>\n<p><span style=\"font-weight: 400;\">Take some time to understand exactly what services you provide so you can communicate this in your value proposition. When it comes to defining your \u201cwhat,\u201d consider these factors:<\/span><\/p>\n<ul>\n<li>Areas of business you serve<\/li>\n<li>Types of problems you solve<\/li>\n<li>Types of firms you serve<\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">You could do this as a team exercise and have your colleagues write out what they think the organization does and compare notes. As part of the process, reflect on your firm\u2019s <a href=\"https:\/\/hingemarketing.com\/blog\/story\/brand-positioning-strategy-for-the-professional-services\" target=\"_blank\" rel=\"noopener noreferrer\">positioning statement<\/a>, if you have one.<\/span><\/p>\n<h2>3. Define your target audience<\/h2>\n<p><span style=\"font-weight: 400;\">Narrow your <a href=\"https:\/\/hingemarketing.com\/blog\/story\/target-market-research-for-the-professional-services\" target=\"_blank\" rel=\"noopener noreferrer\">target audience<\/a> and let your expertise with that audience shine. Not only will it help differentiate your firm from the competition, but prospective clients will be more likely to engage your services knowing that you really understand their business.<\/span><\/p>\n<h2>4. Determine the how<\/h2>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Think about the problems that you solve for your clients.\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Think about the benefits you provide to your clients.<\/span>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">When you communicate these make sure you are speaking about benefits, not features. Often, people identify features (such as best approach or best expertise) rather than actual benefits (such as ability to eliminate bottlenecks, improve organizational productivity, etc.).<\/span><\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Start with a list and narrow it down to the ones that will make the biggest impact and distinguish you from competitors.<\/span><\/p>\n<div class=\"see-also-link\">\n<p><a href=\"\/blog\/story\/top-7-branding-ideas-for-your-consulting-firm\" target=\"_blank\" rel=\"noopener noreferrer\">See also: Top 7 Branding Ideas for Your Consulting Firm<\/a><\/p>\n<\/div>\n<h2>5. Prove it<\/h2>\n<p><span style=\"font-weight: 400;\">Providing proof of your abilities will create another important layer of credibility. Develop a list of strong references that you can share with clients. In addition to this, think about where you can <a href=\"https:\/\/hingemarketing.com\/blog\/story\/top_10_tips_for_writing_a_case_story\" target=\"_blank\" rel=\"noopener noreferrer\">showcase studies<\/a> of your success to boast your company&#8217;s credibility. Could this be done on your website? Social channels? Word of mouth? The opportunity here is endless.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Don\u2019t be afraid to add specific details such as clients you\u2019ve served or years of expertise. These details that distinguish you from your competitors.<\/span><\/p>\n<div class=\"cta-link\">\n<p><a href=\"https:\/\/hingemarketing.com\/library\/article\/the_brand_building_guide\" target=\"_blank\" rel=\"noopener\">Download the Brand Building Guide<\/a><\/p>\n<\/div>\n<h2>6. Create it.<\/h2>\n<p><span style=\"font-weight: 400;\">Use this simple formula from <a href=\"https:\/\/www.consultingsuccess.com\/consulting-value-proposition-strategies\" target=\"_blank\" rel=\"noopener noreferrer\">Consulting Success<\/a> to create your value proposition:<\/span><\/p>\n<p><cite class=\"blockquoteCitation\">Who your customers are + What you provide them + Why they buy from you<\/cite><\/p>\n<p><span style=\"font-weight: 400;\">Read over your value statement and make sure you\u2019ve addressed all three points. Next, be sure that your statement is clear, no longer than a few sentences, and that it differentiates you from the competition. Your differentiators need to highlight something you do well that your competitors aren\u2019t highlighting.\u00a0<\/span><\/p>\n<h2>7. Use it.<\/h2>\n<p><span style=\"font-weight: 400;\">Your value proposition is part of your <a href=\"https:\/\/hingemarketing.com\/blog\/story\/the-branding-process-for-professional-services-firms\" target=\"_blank\" rel=\"noopener noreferrer\">branding<\/a> so use it everywhere\u2014your website, as part of presentations, on collateral, social media sites, and anywhere else an opportunity exists!<\/span><\/p>\n<h2>8. Test it.<\/h2>\n<p><span style=\"font-weight: 400;\">You need to make sure you\u2019ve crafted a value proposition that will win new clients. The easiest way to test your value proposition is by trying it out! When you chat with prospective clients, see how people respond to you. Is it clear for people to understand? Do they seem to understand the value you offer? Do they seem to believe that you can deliver on your promise?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you answered no to any of these questions, it\u2019s back to the drawing board. Remember it\u2019s worth the effort to get your value proposition right.<\/span><\/p>\n<div class=\"cta-link\">\n<p><a href=\"https:\/\/hingemarketing.com\/library\/article\/the_brand_building_guide\" target=\"_blank\" rel=\"noopener\">Download the Brand Building Guide<\/a><\/p>\n<\/div>\n<h2>9. Revisit it.<\/h2>\n<p><span style=\"font-weight: 400;\">As your company grows and services expand, you may want to revisit your value proposition. For management consulting, it\u2019s especially important as services change and you develop new expertise.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Developing a value proposition for your firm is a crucial way to <a href=\"https:\/\/hingemarketing.com\/blog\/story\/expertise-as-a-differentiation-strategy\" target=\"_blank\" rel=\"noopener noreferrer\">distinguish yourself from competition<\/a> and easily be able to explain your services to prospects. So make sure you carve out the time and mental focus to develop one.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Already have a great value proposition? Have more brand building suggestions? Share them below.<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Learn why creating a unique value proposition is important for your management consulting firm and the nine steps to build one.<\/p>\n","protected":false},"author":86,"featured_media":5191,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"om_disable_all_campaigns":false,"footnotes":""},"categories":[384],"tags":[387,388],"class_list":["post-5190","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-consulting","tag-branding","tag-c-suite-topics"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>9 Steps to Building a Unique Value Proposition for Consulting Firms - Hinge Marketing<\/title>\n<meta name=\"description\" content=\"Learn why creating a unique value proposition is important for your consulting firm and the nine steps to build one.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/hingemarketing.com\/blog\/story\/9-steps-to-building-a-unique-value-proposition-in-management-consulting\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"9 Steps to Building a Unique Value Proposition for Consulting Firms - Hinge Marketing\" \/>\n<meta property=\"og:description\" content=\"Learn why creating a unique value proposition is important for your consulting firm and the nine steps to build one.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/hingemarketing.com\/blog\/story\/9-steps-to-building-a-unique-value-proposition-in-management-consulting\" \/>\n<meta property=\"og:site_name\" content=\"Hinge Marketing\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/hingemarketing\" \/>\n<meta property=\"article:published_time\" content=\"2023-01-18T13:00:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-01-18T18:10:48+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/hingemarketing.com\/wp-content\/uploads\/2016\/03\/ThinkstockPhotos-180471960.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"689\" \/>\n\t<meta property=\"og:image:height\" content=\"508\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Elizabeth Harr\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@HingeMarketing\" \/>\n<meta name=\"twitter:site\" content=\"@HingeMarketing\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Elizabeth Harr\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":[\"Article\",\"BlogPosting\"],\"@id\":\"https:\\\/\\\/hingemarketing.com\\\/blog\\\/story\\\/9-steps-to-building-a-unique-value-proposition-in-management-consulting#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/hingemarketing.com\\\/blog\\\/story\\\/9-steps-to-building-a-unique-value-proposition-in-management-consulting\"},\"author\":{\"name\":\"Elizabeth Harr\",\"@id\":\"https:\\\/\\\/hingemarketing.com\\\/#\\\/schema\\\/person\\\/78b91276289e3fd48cb50a0899086265\"},\"headline\":\"9 Steps to Building a Unique Value Proposition for Consulting Firms\",\"datePublished\":\"2023-01-18T13:00:00+00:00\",\"dateModified\":\"2023-01-18T18:10:48+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/hingemarketing.com\\\/blog\\\/story\\\/9-steps-to-building-a-unique-value-proposition-in-management-consulting\"},\"wordCount\":734,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\\\/\\\/hingemarketing.com\\\/#organization\"},\"image\":{\"@id\":\"https:\\\/\\\/hingemarketing.com\\\/blog\\\/story\\\/9-steps-to-building-a-unique-value-proposition-in-management-consulting#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/hingemarketing.com\\\/wp-content\\\/uploads\\\/2016\\\/03\\\/ThinkstockPhotos-180471960.jpg\",\"keywords\":[\"Branding\",\"C-Suite Topics\"],\"articleSection\":[\"Consulting\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\\\/\\\/hingemarketing.com\\\/blog\\\/story\\\/9-steps-to-building-a-unique-value-proposition-in-management-consulting#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/hingemarketing.com\\\/blog\\\/story\\\/9-steps-to-building-a-unique-value-proposition-in-management-consulting\",\"url\":\"https:\\\/\\\/hingemarketing.com\\\/blog\\\/story\\\/9-steps-to-building-a-unique-value-proposition-in-management-consulting\",\"name\":\"9 Steps to Building a Unique Value Proposition for Consulting Firms - 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