Helping to Build High-Performing Consulting Firms

🔴 EDITION #130 | July 30, 2025

Dear reader, 

Here comes the 130th edition of the newsletter. 

Our new article details a case study of how we've helped a consulting firm redesign its value proposition. 

We explain how, as a result, the firm successfully increased deal size, established long-term contracts, and reduced client acquisition costs.

Enjoy reading, 

Luk & Florian

Our New Article

[Case Study] Moving From a Generic to a Specific Consulting Value Proposition

A generic data and analytics consulting firm transitioned from offering generic services to specialising in improving supermarket operations over a two-year period. They followed our four-sprint approach, focusing on strategic alignment, value proposition design (starting with sales forecasting), client success journey design, and commercial enablement.

Read the New Article

Recent Articles

SERVICE DESIGN

[Case Study] Why Offering Too Many Services Destroyed This Boutique Consultancy

VALUE PROPOSITION

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

STRATEGY 

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

Most Recent LinkedIn Posts

🔴 LUK

STRATEGY

“Without bigger tickets, shouldn’t we focus on creating a consistent funnel of small deals?”

CLIENT ATTRACTION

What causes consulting firms to stall or sink?

VALUE PROPOSITION

How to design compelling and differentiating consulting propositions?

CLIENT MANAGEMENT

Sometimes, saying yes to a non-fit project is the right call.

VISUAL INSIGHTS

All our most appreciated visuals – frameworks, insights, provocations – are now being added to a dedicated Visual Hub on the TVA company page.

🔴 FLORIAN

VALUE PROPOSITION

Consulting Firms: Are You Selling Inputs—Or Outcomes?

STRATEGY

Want to Out-Create (and Out-Deliver) Your Rivals? Start by Narrowing Your Proposition.

BUSINESS DEVELOPMENT

What "Outcome Selling" Really Means for Consulting Firms. (It's probably not what you think.)

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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