Why Sales Training Won’t Fix Consulting Firms’ Sales Problem
“We just need more of our people to sell.” We hear this a lot in our daily work with consulting...
Read More
Hiring a Business Development Leader Will Not Fix Boutique Consultancies’ Growth Problems
Many boutique consultancies see hiring a new business development (BD) leader as the ultimate...
Read More
The Value Proposition Gap: What Consulting Firms Say vs. What Clients Hear
Most consulting firms operate with weak or generic consulting propositions. There is no clarity,...
Read More
Do Consulting Firms Know the Real Problems They Solve?
The High Cost of Focusing on Capabilities, Not Client Pain. In our conversations with consulting...
Read More
Why Consulting Value Propositions Must Include a Client Success Journey
I always advocate for 70% of a consultancy’s revenue to come from existing clients.
Read More
There Are Two Ways to Run a Consulting Firm. One Drains Profitability.
This article was last updated on 30 May 2025. Most consulting firms don’t fail because of market...
Read More
The Old Consulting Model Is Out. Welcome to the Outcome Economy.
We work with consultancies every day, examining their business models, business development...
Read More
How Thought Leadership Has Been Driving My Business Development for 15+ Years
There is much research on the value of thought leadership to business growth. In this article, I’ll...
Read More
How to Structure Multiple Value Propositions Without Losing Your Firm’s Identity
For leaders of multi-service consultancies, one challenge crops up time and again: how do you...
Read More
The Consulting Value Proposition Quadrant
In our experience, most consulting firms don’t struggle because of external pressures or poor...
Read More
Why Outdated Websites Signal Bigger Problems in Consulting Firms
"Luk, don’t assess our website because it’s outdated…"
Read More