Helping to Build High-Performing Consulting Firms

🔴 EDITION #129 | July 16, 2025

Dear reader, 

Here comes the 129th edition of the newsletter. 

Our new article looks at the futile exercise many consulting firms go through in the hopes of growing their business – sales training. 

We explain why, more often than not, the time and effort spent on it doesn't lead to the desired outcomes.

Enjoy reading, 

Luk & Florian

Our New Article

Why Sales Training Won’t Fix Consulting Firms’ Sales Problem

Sales training tends to focus on the process: conversation frameworks, buyer personas, negotiation steps. These are all useful elements but only if the team already knows what they’re selling.  

And in most consultancies, the people just don't. Not because they’re unskilled, but because the firm itself hasn’t clarified its propositions.

Read the New Article

Recent Articles

VALUE PROPOSITION

The Value Proposition Gap: What Consulting Firms Say vs. What Clients Hear

BUSINESS GROWTH

Do Consulting Firms Know the Real Problems They Solve?

STRATEGY 

Why Consulting Value Propositions Must Include a Client Success Journey

Most Recent LinkedIn Posts

🔴 LUK

STRATEGY

The 7 Layers of Consulting High-Performance.

TRUST BUILDING

Consulting leaders continue to ask me why growth is harder now.

CONSULTANCY GROWTH

Change management has become one of the most commoditised labels in consulting.

CONTENT SUMMARY

Summer reading! Here is our Q2 summary of all our articles and posts!

MANAGING A CONSULTANCY

Some consulting firms run better than others.

STRATEGY

"Luk, we want to sign bigger, more strategic consulting deals.”

🔴 FLORIAN

STRATEGY

How Boutique Consultancies Should Compete Against Bigger Firms

VALUE PROPOSITION

Your New Proposition Isn’t “Just a Story.” It’s Your Entire Firm—Redesigned.

DIFFERENTIATION

Want to Build IP? Start by Finding Your “Delivery Difference”

BUSINESS DEVELOPMENT

Some Consulting Firms Complain About a “Dry Pipeline”…

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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