Ep 28 - Christian Kiock - How to Identify Your Target Customer and Develop Your Niche as a New Consultancy
You can’t rely on rainmaker founders to always bring in new business.
It’s simply not sustainable.
Instead, you should focus on identifying your target market, developing your niche, and establishing recurring revenue.
That’s how you become a leader in consulting.
In today’s episode, Christian Kiock chats with our host Sammy about how he developed a niche for better decisions group and grew it into a multimillion-euro consultancy.
What's in it for you:
1. How to identify your target customer and develop your niche as a new consultancy
2. How better decisions group uses productization and support contracts to create recurring revenue
3. How Christian delegated duties to grow better decisions group
4. Why hiring senior people doesn't automatically drive sales
5. How better decisions group keeps employee attrition rates at a low of 5%
About Christian:
Christian Kiock is Co-founder of better decisions group (bdg). After nearly 20 years in BI / EPM consulting, he is as passionate as ever about helping clients take full advantage of the digital revolution. He is absolutely convinced that to survive and thrive in the next decade, adoption of digital to make better, faster decisions is non-negotiable for most companies. A German native, Christian lives in England with his wife and two children.
Find Christian on LinkedIn: https://www.linkedin.com/in/christian-kiock-4942923/
Christian's business book recommendation:
Who Moved My Cheese? An Amazing Way to Deal With Change In Your Work and In Your Life - Dr Spencer Johnson https://amzn.to/3Cte514
Fish!™: Ein ungewöhnliches Motivationsbuch - Stephen C. Lundin, Harry Paul and John Christensen https://amzn.to/3Mo0Cwj
Influence, New and Expanded: The Psychology of Persuasion - Robert Cialdini https://amzn.to/3esoSkf
Christian's favorite podcast:
BI or DIE - https://www.biordie.com/podcast-bi-or-die
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About better decisions group:
The better decisions group (bdg) was founded in 2004 by Christian and his business partner, Guido Kurth. The international BI / EPM consultancy offers customised solutions and best practice approaches for planning, reporting and analytics. Ultimately, bdg helps companies to gain game changing insights from their own data in order to make better decisions – with individually tailored solutions that perfectly fulfil even diverse and complex customer requirements.
Website: https://bdg.io/
Industry: IT-Services and IT-Consulting
Company size: 100
Headquarters: Berlin, Germany
Founded: 2004
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About the host Sammy:
Sammy and SAWOO enable you to drive recruiting & employer branding via your hiring managers on LinkedIn.
We can help you:
- Speed up hiring
- Reduce hiring costs
- Create an authentic Employer Brand
- Create a Talent Pool that you can tap into any time
Get in touch with Sammy on LinkedIn: https://www.linkedin.com/in/sammygebele/
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Past guests on the LEADERS IN CONSULTING show include: Dr. Stefan Sambol, Dr. Andreas Baader and Rainer Majcen, Friederich von Hurter, Peter Feldmeier, Alexander Kainer, and many more.