The headline and subheader tells us what you're offering, and the form header closes the deal. Over here you can explain why your offer is so great it's worth filling out a form for.
We live in the era of the ‘leveraged individual’. Inspiring experts have more views than news channels. And consulting doesn’t get it (yet).
Buying professional services will never be the same anymore. The next digital generation will be buying consultancy services dramatically differently. And we are still early days. The best business development in consulting will not look like business development.
Today, I'd like to discuss a 'leveraged consultant' - what this archetype entails and why we are entering the era of the leveraged consultant.
To understand who 'leveraged consultants' are and why they will prevail, we first need to review the new business climate we live in.
Before the pandemic, business development in consulting was already changing: more digital focus and less old-school ‘wining & dining’ to win new business. Research confirms that the fastest-growing consultancies are also the savviest adopters of digital marketing and business development.
Why has business development changed? Because the way buyers buy has fundamentally changed. And Corona has cemented these buying behaviors forever.
In the professional services industry, the traditional, non-leveraged business development models - relationship-driven & selling from within (legitimate and necessary, of course) - are getting in trouble. The old strategies and techniques won't cut it anymore. An additional digital-fueled, leveraged approach will be crucial for success. There’s no way back. And we are still early days.
Recommended reading: 10 Business Development Challenges Consulting Is Struggling With
The leveraged consultant creates an essential volume of organic demand for the consultancy by educating the target audience in the market at scale.
In the new consulting world, you no longer have a choice: you will need to develop and share the best possible educational content consistently. If you don’t, you’ll belong to the loser's camp sooner or later. Seriously.
Solo consultant, a boutique consultancy, or a big consultancy firm? There’s no difference! It’s the buyer, heck!
The best business development in consulting will not look like business development. Business development with the ‘leveraged consultant’ will occur in WhatsApp groups, peer communities, professional networks, slack groups, review platforms, social media, micro-learning platforms, etc.
The ‘leveraged consultants’ will be multi-platform educators.
With the leveraged approach in consulting, you'd end up with a much different way of doing business development, a much different way to measure results, a much different set of team routines, and a much different set of hiring profiles that you would bring to the team (multi-platform educators).
Recommended reading: Your Consulting Positioning Has the Single Biggest Impact on the Buying Decision
Without going into all the details, here are a few remarkable facts:
You need to check him out. This kind of 'leveraged consulting firm' is a new reality. A leveraged consulting firm can start from scratch and have 40M revenue and a team of 110 in a flabbergasting short period (2,5 years only). Wow!
This rapid consulting growth will happen more in the future because examples like Chris Walker will be an inspiration for other consulting firms. It would be best to reflect on that as a leader, owner, or partner in a consulting firm. A clever, digitally fueled expert can pop up all of a sudden and blow your consulting firm away with Chris's leveraged approach. And nobody is coming to rescue you.
The leveraged consulting firm or consultant? Still, a long way to go. The good news is you can start building it tomorrow. It’s not complicated. But it requires courage, tremendous discipline, new routines, and a strong belief that it can be done. Chris did it.
To all consulting leaders: become a ‘leveraged individual’ like Chris!
Hello, I’m Luk Smeyers and I’m guiding consultants through the journey of growing their business by helping them transform into visible authorities. I have been in consulting businesses for almost 20 years, in very different roles: as European CHRO in a global consultancy, as a startup founder in an analytics consultancy, and as a leader in a 'Big 4' consultancy, post-acquisition of the startup. I had the privilege of achieving global visibility as a consultant and I never had to sell, persuade, or negotiate as a result. I have now bundled all those experiences, expertise, know-how, research, reading, successes, struggles, and failures from managing and growing that visibility in the past years.
The Visible Authority is a brand of:
Luk Smeyers BVBA
Offices in Leuven (BE) and Munich (DE)