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Unleashed - How to Thrive as an Independent Professional

Unleashed - How to Thrive as an Independent Professional

著者： Will Bachman
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 Unleashed explores how to thrive as an independent professional.Copyright 2019 by Will Bachman マネジメント マネジメント・リーダーシップ 出世 就職活動 経済学
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  • 628. Bruno Strunz, How to Sell Value in Professional Services

    628. Bruno Strunz, How to Sell Value in Professional Services
    2025/12/15

    Show Notes:

    Bruno Strunz, lawyer, keynote speaker, and author of How to Sell Value in the Legal Market, shares his background, including his career path as a lawyer, including making partner and working for Volkswagen, and his extensive experience working with various companies and firms in both the legal departments and sales departments.

    Business Development for Professional Services Firms

    Bruno discusses his focus on business development for professional services firms, by selling in a structured and data-driven manner. Since 2018, he has been helping firms with what they have called the commoditization of quality and how to stand out in this competitive landscape. Bruno explains that his company initially focused on working with law firms for the last two years; they also started working with different types of professional services firms, including law firms, service orientated businesses, and consultancy companies.

    A Bespoke Approach to Business Development

    Bruno explains his approach to business development, starting with a diagnostic to understand the client base, churn, revenue generation, and distribution channels over the previous three years. He highlights the importance of expanding within existing client bases rather than focusing solely on new client acquisition. Bruno discusses the common challenges law firms face, such as low CRM adoption and the need for better data-driven decision-making. He emphasizes the importance of using CRM platforms effectively to improve sales processes and decision-making.

    Best Practice Approach for Growth

    Bruno outlines a best practice approach for growing within existing clients, starting with an 80/20 analysis to identify strategic clients. He looks at each business unit and asks if they have an account management plan for each unit, which means power mapping, stakeholder mapping, who's part of the decision-making process, assessing relationships, and understanding client goals for 2026. Bruno discusses the need for a SWOT analysis within specific accounts and the importance of looking for expansion opportunities. He highlights the challenges of client feedback in Latin America and the importance of guiding clients through their decision-making process.

    Differentiation in a Commoditized Market

    Bruno addresses the issue of differentiating in a commoditized market, where technical quality is no longer a competitive advantage. He emphasizes the importance of early engagement in the B2B buying cycle to avoid commoditization. Bruno discusses the role of relationship management, networking initiatives, and top-of-mind awareness in becoming the vendor of choice. He highlights the importance of bringing new insights and improving client experience to stand out in a competitive market.

    Client Success Stories

    Bruno shares a success story of working with a client in crisis management, focusing on educating the market and reframing their storytelling. He explains how the client successfully converted a multi-million dollar project during a major crisis. Bruno discusses another success story involving a proprietary framework to deep dive into client offerings and identify specific pain points. He highlights the importance of segmenting target lists, prioritizing outreach efforts, and bringing new ideas to clients. Bruno emphasizes the importance of consistency and discipline in business development strategies.

    Timestamps:

    04:11: Business Development Strategies for Law Firms

    10:43: Building a Programmatic Approach to Client Growth

    14:49: Differentiating in a Commoditized Market

    20:01: Success Stories and Client Impact

    29:34: Final Thoughts and Contact Information

    Links:

    LinkedIn: https://www.linkedin.com/in/brunostrunz/

    Website: https://strunz.com.br/

    This episode on Umbrex: https://umbrex.com/unleashed/episode-628-bruno-strunz-how-to-sell-value-in-professional-services/

    Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

    *AI generated timestamps and show notes.
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    30 分
  • 627. Rod Neuenschwander, Author of From Crisis to Clarity and Co-founder of GIFT.OLOGY.

    627. Rod Neuenschwander, Author of From Crisis to Clarity and Co-founder of GIFT.OLOGY.
    2025/12/01
    Show Notes: Rod Neuenschwander, author of From Crisis to Clarity and co-founder of GIFT.OLOGY, recounts his early days with John Ruhlin, their initial plan to buy companies, and their first turnaround experience. He also talks about the formation of Ruhlin Group and their transition to GIFT.OLOGY, focusing on corporate gifting. The Transition of Ruhlin Partners Rod talks about the development of Ruhlin Partners, a firm that helped companies through crises, and how it was the foundation for a new book project. He discusses John Ruhlin's sudden death and his immediate need to reconstitute the firm. He explains his initial struggle with gifting, his team's expertise, and the overall support from his team. Fulfilling a Promise and a Framework for Turnarounds The conversation turns to the idea of writing a book to fulfill a promise to John and provide a framework for turnarounds. He shares how John had been the top lead generator and how his crucial role in the firm left a large space to be filled. He explains the evolution of GIFT.OLOGY's philosophy and the development of the Beyond GIFT.OLOGY program. The Focus of GIFT.OLOGY Rod explains what GIFT.OLOGY is, how it works, and how it differentiates from other firms that play in this field. The focus is on personalized, non-promotional gifts to build relationships. He talks about the importance of reaching clients on a personal level and being present to clients' inner circles. He expands upon the acceleration of their platform and training program after John's passing, and how he managed the transition. A Relationship Operating System The interview moves on to the introduction of the Relationship Operating System to support leaders in building relationships, and Rod explains the components of the Relationship Operating System, including help identify, help connect, help equip, help track, help celebrate, and help scale. He talks about demonstrations of value, clarity conversations, and meaningful touchpoints through gifting. He also shares details about the development of a CRM plugin to support the training and execution of the Relationship Operating System and goes on to give a step-by-step explanation of the system. The Design of Connection Rod gives a detailed example of a client engagement, including the design of a connection plan, demonstration of value, how you communicate who you serve and how you serve, and gifting campaigns. He explains the role of GIFT.OLOGY in supporting leaders in their relationship-building efforts, and shares a detailed example of a client engagement, including the design of a connection plan and gifting campaigns. A Framework for Companies in Crisis Rod explains how he uses the same framework for GIFT.OLOGY as he does for other companies in crisis. He identifies the four types of crises: chronic underperformance, broken mirror, slow leak, and fire. Rod details the one-page recovery plan: clear purpose statement, go-forward operating plan, financial plan, and team plan. And he emphasizes the importance of moving fast with the plan and learning along the way. The Success of From Crisis to Clarity Rod talks about his book and his satisfaction with the feedback received for From Crisis to Clarity. He explains that the book's focus is on providing a simple framework for founders to navigate crises. He shares how the editing process was precise to ensure the book is concise and valuable for its target audience, and he shares his thoughts on the ongoing support and growth of GIFT.OLOGY despite the challenges faced. Timestamps: 04:05: The Impact of losing his business partner and friend. 09:53: GIFT.OLOGY's Unique Approach to Corporate Gifting 11:47: The Relationship Operating System and Client Engagement 20:48: Rod's Framework for Crisis Recovery 28:44: The Success of From Crisis to Clarity Links: LinkedIn: https://www.linkedin.com/in/rod-neuenschwander/ From Crisis to Clarity: https://fromcrisistoclarity.com/ GIFT.OLOGY Group: https://giftologygroup.com/ This episode on Umbrex: https://umbrex.com/?post_type=unleashed&p=213008&preview_id=213008&preview_nonce=0bc155d1c5&_thumbnail_id=-1&preview=true Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com. *AI generated timestamps and show notes.
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    29 分
  • 626. Antonio Nieto-Rodriguez, Author of HBR's Powered by Projects: Leading Your Organization in the Transformation Age

    626. Antonio Nieto-Rodriguez, Author of HBR's Powered by Projects: Leading Your Organization in the Transformation Age
    2025/11/17
    Show Notes: Antonio Nieto-Rodriguez, a leading expert on project management, talks about his upcoming HBR book. Antonio shares his career path, including his time at PwC, banking, and pharma, and his early realization of the importance of project management. Changing the Perception of Project Management He discusses his mission to change the perception of project management from a tactical to a strategic role, including his work with the Project Management Institute (PMI) and his goal to publish in Harvard Business Review (HBR). Antonio highlights the challenges he faced in gaining recognition for project management as a most important facet of any organization, and his eventual success in publishing his second book with HBR. Antonio explains the key concept of his new book and shares how he pitched the idea to HBR, emphasizing that everyone is a project manager and that organizations should be project-driven. The Definition of Project Management Antonio mentions the success of his first book with HBR, which sold over 50,000 copies and was translated into multiple languages. He moves on to outline the theme of his new book: how every organization should become project-driven to adapt faster and transform constantly in a changing world. When asked to define what a project is, Antonio provides a classic academic definition of a project, emphasizing its start, end, objective, and teamwork. He then shares a more inspirational definition, stating that projects build the future of organizations and should be seen as essential and prestigious. He stresses the importance of project managers being proud of their work and the significant impact projects have on the future of companies. Project-driven vs. Operations-driven Organizations Antonio compares and contrasts project-driven and operations-driven organizations. He explains that most established companies are operations-driven, with operations at the core and projects as secondary. He also discusses the impact of the agile mindset, which broke down silos and hierarchies but still prioritized operations. Antonio introduces his model of a project-driven organization, where projects are at the core, teams are fully dedicated, and operations become more modular and secondary. Transformation from Operations-driven to Project-driven When offering tips on driving transformation from operations-driven to project-driven, Antonio identifies three main challenges: the organization's culture, the role of leaders, and the evolution of project management. He highlights the high failure rate of projects and the need for continuous transformation rather than continuous improvement, and emphasizes the importance of co-creation, bottom-up approaches, and the courage to stop projects that are not working. Managing Project Portfolios and Tracking Projects Antonio suggests conducting an inventory of all projects, identifying owners, and cutting a significant number of projects to focus on the most important ones. He recommends using project portfolio management (PPM) tools or simple Excel sheets to track projects. Antonio stresses the importance of prioritizing projects that lead to exponential growth and big bets rather than incremental improvements. When managing project portfolios and changing their management infrastructure, Antonio advises leaders to sponsor no more than three projects and to group projects into programs for better focus. He recommends having fully dedicated project teams where people leave their day jobs to focus on projects. Antonio explains that leaders should act more as coaches, empowering teams to take decisions and prioritize within projects. And finally, he emphasizes the importance of sharing knowledge and being open to exchanging ideas with others. Timestamps: 00:02: Antonio Nieto-Rodriguez's Background and Mission 04:08: Introduction to Powered by Projects 07:29: Defining Projects and Their Importance 09:05: Project-Driven vs. Operations-Driven Organizations 16:28: Challenges and Solutions for Project Management 22:28: Managing Project Portfolios and Prioritization 29:01: Empowering Project Teams and Leadership Links: LinkedIn: https://linkedin.com/in/antonionietorodriguez Business: https://projectsnco.com New Book: https://poweredbyprojects.com/ Other Books: https://www.amazon.ca/stores/author/B00CMECP0U HBR Articles: https://store.hbr.org/shop/?section=product&search_query=Antonio%20Nieto%20Rodriguez#/filter:categories:Articles This episode on Umbrex: https://umbrex.com/unleashed/episode-626-antonio-nieto-rodriguez-author-of-hbrs-powered-by-projects-leading-your-organization-in-the-transformation-age/ Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com. *AI generated timestamps and show notes.
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    32 分
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