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Luk’s Bi-Weekly 'Think Piece' For Consultancy Owners

EDITION #108

SEPTEMBER 4, 2024

The Authority 108

Dear reader, 

Here comes the 108th edition of my newsletter. 

 

In my new article in this edition, I discuss the importance of expertise reputation.

 

Expertise reputation is the most powerful weapon in a boutique consultancy’s arsenal! Getting a buy-in from a prospect requires creating trust-based relationships with that prospect. Consulting service buyers want to achieve maximum value with minimal risks. Consultancies that instantly get a head start are the ones that are highly visible for their expertise reputation. 

 

As always, I hope to create a bubble of calmness with my bi-weekly ‘think piece’, a place of stillness in the face of everyday stress—a chance to reflect on what really matters in your consulting work.

 

Enjoy reading, 

 

Luk

MY NEW ARTICLE

 

9 Ways to Assess a Boutique Consultancy’s Expertise Reputation

 

9 Ways to Assess a Boutique Consultancy’s Expertise Reputation

 

“You should go see this guy. He is the best!” How often have we all heard something like this from our family and friends when looking for recommendations—for a medical specialist, a mechanic, a kid's tutor, or dozens of others we needed specialised assistance from for a particular need?  

 

After hearing the name, we would often do a quick Google search, check out the reviews from past customers/patients/clients, and be reassured that this guy is indeed the best!  

 

This is the power of expertise reputation, and it’s not significantly different in the B2B world. I urge boutique consultancies to strive to be the best when it comes to resolving particular challenges.

 

READ MY NEW ARTICLE

 

MY RECENT ARTICLES

Why Every Boutique Consultancy Needs a Well-Defined Signature Methodology

STRATEGY

Why Every Boutique Consultancy Needs a Well-Defined Signature Methodology

Defining The High-Performing Boutique Consultancy

PERFORMANCE

Defining The High-Performing Boutique Consultancy

Why One-Stop-Shop Consultancies Are Bound to Be Low-Performing

PROFITABILITY

Why One-Stop-Shop Consultancies Are Bound to Be Low-Performing

How Boutique Consultancies Can Overcome Prospects’ Indecisiveness

STRATEGY

How Boutique Consultancies Can Overcome Prospects’ Indecisiveness

MY LINKEDIN POSTS

STRATEGY

What's the risk of saying yes to non-fit projects with existing good-fit clients?

BUSINESS DEVELOPMENT

I recommend that every consultancy assesses its expertise reputation regularly. 

SERVICE DESIGN

Why Most One-Stop-Shop (OSS) Concepts in Consulting Struggle to Perform.

KPIs

The consultancy’s proposal win rates tell me almost everything. 

VALUE PROPOSITION

Consultancies have no choice: proposals must be outcome-driven to differentiate. 

BUSINESS DEVELOPMENT

Without an extensive FAQ on the homepage, a consultancy leaves its prospects in the dark.

STRATEGY

A Day in my life of advising boutique consultancies. 

MY BITE-SIZED ADVICE

In this section, I recap the pieces of advice and inspiration I share with my followers on LinkedIn every Monday – all learned or observed throughout my personal journey as a consultant.

 

Follow #consultingmonday on LinkedIn to never miss a dose of inspiration at the start of the week.

CONSULTING MONDAY, SEPTEMBER 2

When every boutique consultancy is chasing similar shiny topics (e.g., AI, digital transformation, cloud, blockchain, future of work, …), the real differentiation opportunity lies in what truly endures. A consultancy’s attractiveness is not in jumping on the latest trend but in solving the timeless business challenges that drive real value for its clients. True consultancy leadership means knowing when to resist the noise and stay true to the core. 

CONSULTING MONDAY, AUGUST 26

A boutique consultancy needs robust gross margins >50% to build the self-confidence and the belief to protect its narrow focus. It provides crucial funding for continuous investment in the development of target audience education & research, standardisation of processes, and the hiring, training, and reward of top consultants. Poor gross margins are a road to existential fragility in a boutique consultancy. 

HERE'S HOW I HELP CONSULTANCIES

 

If you knew a way to become a high-performing consultancy, would you adopt it?

 

Stupid question, I guess.

 

My High-Performing Consultancy Review provides a 360-degree evaluation of challenges such as:

 

- market positioning and target audience definition;

- visibility and reputation in the market;

- new client acquisition;

- existing client development and retention;

- pipeline management and revenue predictability;

- expertise differentiation;

- non-linear scaling/growing;

- business performance measurement (financial & consulting KPI's);

- key player attraction and retention.

 

You'll receive a detailed report of your strengths, weaknesses, opportunities, and areas for improvement, along with quick wins and actionable insights to help unlock your consultancy's full potential.

Don't settle for mediocrity. Book your High-Performing Consultancy Review today and take the first step towards a brighter future for your boutique consultancy. 

 

Here's a detailed article explaining the Consultancy Performance Review. 

 

PS. My ideal clients: founder-led boutique consultancies with revenue between 2M and +/- 20M and/or between 20 and +/- 100 consultants. 

 

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TheVisibleAuthority.com, Jan Verbertlei 37, 2650, Edegem, Belgium 2650, Belgium

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