Helping to Build High-Performing Consulting Firms

🔴 EDITION #125 | May 21, 2025

Dear reader, 

Here comes the 125th edition of the newsletter. 

Our new article looks at the old vs. new consulting model. Capability selling vs. proposition selling. 

We explain the differences between the two models and why one challenges consulting firms while the other fuels strategic growth.

Enjoy reading, 

Luk & Florian

Our New Article

The Old Consulting Model Is Out. Welcome to the Outcome Economy.

As we compare what high-performing consultancies do differently from the run-of-the-mill firms, we observe a widening gap in performance and profitability.

And this gap is driven by drastically different approaches to how these consulting firms perceive and communicate their value.  

We refer to these approaches as the old (capability selling) and new (proposition selling) consulting models.

Read the New Article

Recent Articles

THOUGHT LEADERSHIP

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

VALUE PROPOSITION 

How to Structure Multiple Value Propositions Without Losing Your Firm’s Identity

BUSINESS GROWTH

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

Most Recent LinkedIn Posts

🔴 LUK

STRATEGY

Last week, we said no to a €28k project. Here’s why.

DIFFERENTIATION

The Risks of Competing on Consulting Capabilities.

VALUE PROPOSITION

Poor value propositions in consulting are epidemic, 98% of the consultancies need improvement.

BUSINESS DEVELOPMENT

What really sinks consulting firms? In 90% of cases, it’s inconsistent client attraction.

DIFFERENTIATION

Why Do So Many Consulting Firms Struggle to Stand Out?

STRATEGY

I am always surprised that few consulting leaders can explain what business problem(s) they solve.

🔴 FLORIAN

VALUE PROPOSITION DESIGN

Why Your Consulting Firm’s Proposition Message Should Sound More Like a Bakery Sign

STRATEGY

Testing > Market Research (When It Comes to Refining Your Consulting Firm’s Proposition)

DIFFERENTIATION

Your Consultancy Can’t Differentiate From Everyone - Until It Stops Competing With Everyone

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:  

• 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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