Helping to Build High-Performing Consulting Firms

🔴 EDITION #134 | September 24, 2025

Dear reader, 

Edition 134 is here, and we’re discussing outcome-selling: the misconceptions around it and what it actually is.

Selling outcomes is making a promise that resonates with the consulting firm’s target buyer. As such, it makes for a more reliable foundation for creating a sustainable consulting firm with strong growth potential.

This week, we explore how distilling that perspective can help your consulting firm stand out from the crowd.

Enjoy reading, 

Luk & Florian

Our New Article

What "Outcome-Selling" Really Means for

Consulting Firms

Let’s clarify one thing before we dive in: Outcome-selling might not be what you think it is.

Some appear to believe that it’s about guaranteeing highly specific outcomes – e.g., “20% lower costs in 6 months.” Others assume it’s about taking full accountability for client-side results.  

But that’s not quite it. In fact, how could it be? Consulting firms don't control the decision-making, resourcing, or execution context within the clients' organisations. They are not running clients’ teams. They are not in the driver's seat. And clients are very well aware of it, by the way.  

So if outcome-selling isn't about ironclad promises and money-back guarantees, what is it?

Read the New Article

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Consultancies: Use Your Refined Proposition to Upgrade Your Pitch!

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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