Running a consulting firm may not have the same type of lead pipeline as other businesses. For us our most qualified leads come from referrals.

Our clients are the number one source of referrals. These referrals have first hand knowledge of experience, ability, creativity, client service and more. A happy client shares their experience and tells anyone who listens that they should consult us.

Our partners are another great resource. We partner with other firms to provide our clients with services we do not offer. Just like our clients, our partners can attest to the type of service provided and will loves to refer us.

Lastly, entities that work with our clients are a good place for referrals. Since we provide strategic plans (biz, marketing, funding, grant proposals etc), management consulting, taxation and other related services; banks, attorneys, accountants, gov’t business organizations, even landlords can be a good source.

I stated in the beginning of the article different approaches work for different businesses. Some may do better by advertising online or in the yellow pages. Others may promote events to get clients in the door. All business will do well to use various methods and fine tune the best for their business.