Introduction
Case Study Brennan
Case Study: Expanding a Consulting Practice
Interpersonal Development, LLC
Rochester, NY
August 2006
Challenge
Economic downturns can have an adverse affect on the management consultants. As businesses cut costs, consultants are often the first expense eliminated.
John Brennan Ed.D., president of Interpersonal Development, a Rochester, N.Y.-based sales and management training company, knew he needed a long-term strategy to increase his value to his clients.
Solution
Dr. Brennan selected the Marketing M.O.'s certified consulting program (known as the "Consulting M.O.") to expand his client offerings. Interpersonal Development already offers sales training, leadership development, and executive coaching services to mid and up-market companies. With the Marketing M.O., he is able to extend his client engagements by offering additional valuable services.
“It’s an attractive, flexible tool kit that I can customize for my clients,” said Dr. Brennan. “There’s usually a lot more that needs to be done before the client can address the initial concern they call for. I'm now able to take a broader approach to their challenges and offer a larger suite of solutions with the help of the Marketing M.O.”
Results
Interpersonal Development now incorporates additional services that focus on the client company’s overall health, along with patented services such as the Behavior Modeling Technology™ and the Leadership Performance Profile™.
With plans to expand into implementation services, his company is better positioned to establish long-term engagements with clients. Dr. Brennan feels the Marketing M.O. opened his eyes to a wide range of additional services he can offer his clients, while continuing to “stick to his knitting.”
“We help people manage their time, set their priorities, and stay focused so they can achieved their goals, grow their business, and be more successful,” said Dr. Brennan.
Continuing to build momentum, Interpersonal Development is also using the Marketing M.O. to address its own sales & marketing challenges. “It’s quite motivating to work through the exercises and plan improvements to my business.”
Overall, the Marketing M.O. has delivered an excellent return for Interpersonal Development. “It helped me re-engage an inactive client. It has paid for itself already.”
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