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

EDITION #113

NOVEMBER 13, 2024

Dear reader, 

Here comes the 113th edition of my newsletter. 

In my new article in this edition, I discuss why hiring a dedicated business development specialist is not always a silver bullet for driving growth in boutique consultancies.

While certainly an important role to fill for a business's growth, consultancies must actively take steps and measures to prepare these people for success.

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

Hiring a Business Development Leader Will Not Fix Boutique Consultancies’ Growth Problems

Many boutique consultancies consider hiring a new business development (BD) leader the ultimate solution for driving growth.

The idea is simple: hire a seasoned professional to open doors, attract high-quality clients, and revitalize the sales pipeline quickly. But in my experience, this approach often backfires.

I often observed that these consultancies find themselves disillusioned within 12 to 24 months, watching their ambitious growth plans fizzle out.

In my new article, I’ll explain why newly appointed BD leaders frequently struggle to meet expectations and what foundational steps consultancies can take to prepare them for lasting success.

READ MY NEW ARTICLE

MY RECENT ARTICLES

BUSINESS GROWTH

Do You Need New Consulting Services to Grow Revenue?

BUSINESS DEVELOPMENT

How Thought Leadership Has Been Driving My Business Development for 15+ Years

STRATEGY

What Persuades Clients to Hire a Boutique Consultancy?

CONSULTANCY DESIGN

How a Boutique Consultancy Can Escape the Toxic Chasing of New Clients

MY MOST RECENT LINKEDIN POSTS

STRATEGY

Creating new consultancy services to grow revenue? Think twice! 

MARKETING

I wouldn't be where I am today without LinkedIn. 

MANAGING A CONSULTANCY

Internal misalignment: the silent threat to boutique consultancies.

SERVICE DESIGN

Think utilisation is king? Not if your consultancy service offering is a mess.

STRATEGY

If a boutique consultancy can't retain & develop its existing clients, it will always have an existential struggle.

MANAGING A CONSULTANCY

Strategic growth takes a back seat when consultancy owners get lost in service delivery.

POSITIONING

The challenge of creating a compelling consulting proposition. 

MY WEEKLY 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, NOVEMBER 11

Client retention in a consultancy is never accidental.  

The ad-hoc retention approach—calling sporadically to ask, 'Is there anything else we can help you with?'—doesn’t work. True success comes from intentionally designing client success journeys, clearly explained at the beginning of a new engagement. With a client success roadmap, clients are more motivated to continue the partnership, knowing there is a journey designed for their success rather than just a series of ad-hoc check-ins.

CONSULTING MONDAY, NOVEMBER 4

A high-performing consultancy doesn’t happen by accident.  

Few boutique consultancy firms I encounter have strategic plans for attracting, retaining, and developing their clients. Most are caught up in the day-to-day grind, saying yes to almost every project just to stay afloat and reacting to immediate demands. They lack the intentional, high-performance design needed for long-term stability, improvising as they go. The outcome is almost always the same: existential fragility.

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. 

BOOK A CALL →

SEND AN EMAIL →

Not yet subscribed to 'The Authority'? Subscribe here.

Previous 'The Authority' edition: Edition #112

Wanna send The Authority to friends or colleagues? It lives here

Connect with me: LinkedIn