Helping to Build High-Performing Consulting Firms

🔴 EDITION #127 | June 18, 2025

Dear reader, 

Here comes the 127th edition of the newsletter. 

Our new article looks at the high cost consulting firms are paying by focusing on capabilities instead of client pain. 

We explain the four foundational questions that every consulting firm should be able to answer.

Enjoy reading, 

Luk & Florian

Our New Article

Do Consulting Firms Know the Real Problems They Solve?

In our conversations with consulting leaders, one thing never fails to amaze me – how few consulting leaders can explain what business problem(s) their consulting firm solves.  

Instead, in 95% of cases, they tell us: “We help our clients with digital transformation”, “We help them find AI use cases”, etc.

Got it. Great. Except that is NOT explaining the business problem!

This sort of explanation forces prospective clients to connect the dots. And very few clients have the time, energy, or interest to solve that puzzle.

Read the New Article

Recent Articles

CLIENT ENGAGEMENT

Why Consulting Value Propositions Must Include a Client Success Journey

STRATEGY 

Why Consulting Firms Fail to Become More Strategic

BUSINESS GROWTH

There Are Two Ways to Run a Consulting Firm. One Drains Profitability.

Most Recent LinkedIn Posts

🔴 LUK

BUSINESS DEVELOPMENT

“Clients don’t know what their problems are”. That’s a consulting myth!

STRATEGY

Most consulting firm websites suck. Yes, really suck.

THOUGHT LEADERSHIP

Consultancy leaders tell me they don’t know what to write about. I don’t get that.

CASE STUDY

How this Employee Engagement Consultancy transformed from a survey vendor to a strategic advisor.

CASE STUDY

Client success journey: one of the most underused tools in consulting.

CLIENT DEVELOPMENT

How many of these awkward calls did you make as a consulting leader?

🔴 FLORIAN

VALUE PROPOSITION

Strategy, Positioning, Value Proposition Design… Aren’t They All the Same?

STRATEGY

Why Sales Training Won’t Fix Your Consultancy’s Sales Problem

SERVICE DESIGN

Refining Your Consulting Firm's Signature Method? Match It to Your Clients’ Maturity Curve!

VALUE PROPOSITION

"Proposition design" = the literal equivalent to "product design" in consulting.

Here's How We Help Consultancies

1. Consulting Value Review

A structured, 4 to 6-week, value-proposition-anchored rapid assessment of a consulting firm's growth and performance potential.

Best for:

• Buyers or Investors evaluating the proposition and performance of a consulting firm pre- or post-acquisition/investment

2. Value Maximisation Program

A 10 to 12-week intensive program designed to define, sharpen, and operationalise a firm’s consulting proposition. 

Best for:  

• Boutiques struggling with differentiation & business development
• Practices in large consultancies needing a clearer positioning
• Consulting firms launching new service lines
• Enterprise SaaS companies starting a consulting/service function or needing to improve their current consulting proposition

3. Service Portfolio Optimisation Program

A deep dive into the cohesion, efficiency, and superior client value of a consulting firm’s service portfolio.

Best for:  

• Large consulting firms with too many overlapping or unclear service offerings
• Consulting firm practices seeking to scale profitably by optimising service-market fit

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