Helping to Build High-Performing Consulting Firms

🔴 EDITION #137 | November 5, 2025

Dear reader, 

Edition 137 is here, and we’re discussing trust-building at scale.

Vanity claims like "we transform your organisation" don't signal confidence to potential clients. In fact, they often achieve the opposite – erode trust.

This week, we explore how replacing generic messaging with predictive trust that converts interest into commitment allows consulting firms to prevent stalled or ghosted proposals.

Enjoy reading, 

Luk & Florian

Our New Article

Why Consulting Firms Should Ditch Vanity Claims and How They Can Build Trust at Scale

Most consulting firms try to build trust with vanity claims: "We transform your organisation", "We drive substantial growth", or "We deliver impact and results".  

They believe bold outcome language signals confidence. In reality, it erodes trust. What consulting firms see as their transformational expertise, buyers often read as a lack of substance.  

Real trust is built when a consulting firm proves that it: deeply understands the buyer’s problem, has done the required transformation multiple times before, and is experienced in helping buyers make confident decisions.  

That’s how consulting firms prevent stalled or ghosted proposals: by replacing persuasion with predictive trust that converts interest into commitment.

Read the New Article

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🔴 LUK SMEYERS

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PROPOSITION-LED SELLING

If a pitch starts with what the consulting firm does (capability-selling), it has already diluted its impact.

VALUE ALIGNMENT

When every partner tells a different story about the consulting firm’s value, the market stops listening.

STRATEGY

When a large multi-service firm calls us, the first question is predictable: “How can you help a firm of our size?”

CONSULTING PERFORMANCE

Weak consulting value propositions always affect the performance of a consulting firm or practice.

Q3 SUMMARY

A Summary Of TVA Content - July-September 2025

🔴 FLORIAN HEINRICHS

VALUE PROPOSITION

If AI Feels Like a Real Threat to Your Consulting Firm, Your Proposition Might Be at Fault.

REDUCING COMPLEXITY

Proposition Debt: The Price Many Consulting Firms Pay for Growth

STRATEGY

The Hidden Job of Your Consulting Proposition? Building Buyer Confidence.

MANAGING A CONSULTANCY

Think Your People Can’t Lead “Strategic” Conversations? The Real Issue Might Be Something Else.

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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