By Mary Weisnewski
As consulting firms of all sizes know, what you're selling is your people as much as your services. Along with the skills and experience, how your consultants interact with clients—the trust they engender, the expertise they convey, the level of friendliness and empathy they show—are all part of the package.
"In a very real sense, your employees are your product. They are delivering the experience, and it can be a huge differentiator in this competitive market," says Laura Yurdin, chief communications officer at Point B Solutions Group, a national management consulting firm whose senior-level associates help clients execute on mission-critical projects. "That's why getting all employees on the same page with walking the talk of your company's core values is crucial. Clients expect quality—what they are surprised by is the unique and meaningful experience of the engagement with you."
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