{"id":531,"date":"2020-02-28T16:38:06","date_gmt":"2020-02-28T16:38:06","guid":{"rendered":"http:\/\/jackofalltradesmasterofsome.com\/blog\/?p=531"},"modified":"2020-02-28T16:39:43","modified_gmt":"2020-02-28T16:39:43","slug":"consulting-101-land-and-expand","status":"publish","type":"post","link":"http:\/\/jackofalltradesmasterofsome.com\/blog\/2020\/02\/28\/consulting-101-land-and-expand\/","title":{"rendered":"Consulting 101 &#8211; Land and Expand"},"content":{"rendered":"\n<h2 class=\"wp-block-heading\"><a>Land and Expand<\/a><\/h2>\n\n\n\n<p>A common sales tactic used by consulting firms is where the\nproject team or the group continues to drive new work and opportunity. This is\ncalled land and expand. This method of growth is the lifeblood of all\nsuccessful firms as it costs more and takes far longer to get a new client\nthrough the door than it does to continue work or expand work for an existing\nclient. As you work, be sure to keep an eye and ear out for new needs. The\nability to identify new opportunities is usually not very difficult. &nbsp;Most of it will organically fall on your lap\nas the client requests new items to add to existing requirements or as unknown\ntasks are discovered once the work begins. Be sure to work with your project\nmanager to track and catalog these items as they come up. The client may try to\nforce your hand into knocking some of these out in your current scope of work,\nbut be sure to properly weigh the benefits of these and see if any fall into\nthe category of quick wins, as previously mentioned, or if they can be\npositioned as future work. <\/p>\n\n\n\n<p>Usually, your project work with one business unit will begin\nto open up connections and needs in other parts of the business. Projects in\naccounting may begin to intersect with operations. Operations may uncover gaps\nin the technical systems. Growing projects horizontally across the organization\nwill allow you to grow a stronger foothold at the client. Different business\nunits will often carry their own budgets which means there is more money on the\ntable for your firm to win. Winning revenue for your firm is one of the best\nways to get noticed and promoted!<\/p>\n\n\n\n<p>Are you interested in starting a career in consulting? Be\nsure do read the full book <a href=\"https:\/\/amzn.to\/38wE3AO\">Jack of all Trades\nMaster of Some; An Introduction to Consulting<\/a> available on Amazon.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Land and Expand A common sales tactic used by consulting firms is where the project team or the group continues to drive new work and opportunity. This is called land and expand. This method of growth is the lifeblood of all successful firms as it costs more and takes far longer to get a new [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":603,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[18,5],"tags":[],"class_list":["post-531","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-book","category-consulting"],"_links":{"self":[{"href":"http:\/\/jackofalltradesmasterofsome.com\/blog\/wp-json\/wp\/v2\/posts\/531","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/jackofalltradesmasterofsome.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/jackofalltradesmasterofsome.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/jackofalltradesmasterofsome.com\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"http:\/\/jackofalltradesmasterofsome.com\/blog\/wp-json\/wp\/v2\/comments?post=531"}],"version-history":[{"count":1,"href":"http:\/\/jackofalltradesmasterofsome.com\/blog\/wp-json\/wp\/v2\/posts\/531\/revisions"}],"predecessor-version":[{"id":532,"href":"http:\/\/jackofalltradesmasterofsome.com\/blog\/wp-json\/wp\/v2\/posts\/531\/revisions\/532"}],"wp:featuredmedia":[{"embeddable":true,"href":"http:\/\/jackofalltradesmasterofsome.com\/blog\/wp-json\/wp\/v2\/media\/603"}],"wp:attachment":[{"href":"http:\/\/jackofalltradesmasterofsome.com\/blog\/wp-json\/wp\/v2\/media?parent=531"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/jackofalltradesmasterofsome.com\/blog\/wp-json\/wp\/v2\/categories?post=531"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/jackofalltradesmasterofsome.com\/blog\/wp-json\/wp\/v2\/tags?post=531"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}