Helping to Build High-Performing Consulting Firms

🔴 EDITION #158 | September 24, 2026

Dear reader, 

Welcome to the 158th edition of our newsletter. 

In this edition, the featured article looks at a question we believe will become increasingly important for consulting leaders: how can a consulting firm make its expertise more valuable every time it is applied?

We introduce The Shift, our framework for progressively redesigning the consulting business around repeatable client value, accumulated expertise and stronger revenue quality.

And, as always, we were very productive on LinkedIn again. Below are the topics we wrote about over the past two weeks. Check it out! 

Enjoy reading,
Luk & Florian

Our New Article

Consulting Has a Revenue Quality Problem

For decades, consulting firms have grown by selling expert capacity. Smart people, organised into projects and teams, monetised by the hour/day. It has been an extraordinarily successful business model, and it still generates most of the revenue in many consulting firms.

However, we increasingly see the same challenge across these consultancies: difficulty winning new clients and building a predictable revenue pipeline without compromising on pricing or stretching resources thin by continually customising pitches and project delivery.

This challenge is not temporary. And no type of consultancy is immune to it.

While it may not be possible to walk away entirely from the capacity-selling model. it is worth considering rebalancing it with value-led work. 

Read Our New Article

Our Recent Articles

BUILDING TRUST

The Consulting Firm Trust Trap: Why Buyers Click Away

DIFFERENTIATION

The Problem with Consulting Firms’ Outcome Claims

CONSULTING REVENUE

Why Cold Outbound in Consulting Doesn't Work. And What Actually Delivers Prospects.

OUR BOOK IS COMING, LATE 2026:

Consulting Proposition Design Book

Mastering Value Proposition Design for Consulting Performance

Join the waitlist to receive early access, get invited to a few pre-launch activities, and receive the book at the special launch price.

Join the Waitlist

Our Recent LinkedIn Posts

🔴 LUK SMEYERS

VALUE-LED CONSULTING

Consulting firms need to redesign how value becomes revenue.

FUTURE OF CONSULTING

Stay away from the AI risk zone.

PROPOSITION DESIGN

Proposition design in consulting reduces the buyer’s risk perception.

VALUE DELIVERY

The most shocking thing I had read about AI this year? I was asked this question recently. I didn’t have to think very long.

CONSULTING GROWTH

The strongest rainmaker can eventually become a growth constraint.

FUTURE OF CONSULTING

Every consulting firm needs to answer 2 AI questions.

🔴 FLORIAN HEINRICHS

PROPOSITION DESIGN

Consulting propositions, at their core, can be thought of as coherent systems built around three pillars.

STRATEGY

How value-focused, proposition-led consulting creates "AI defensibility"

VALUE-LED

Capacity-selling consultancy: "It depends..."

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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