Helping to Build High-Performing Consulting Firms

🔴 EDITION #147 | April 8, 2026

Dear reader, 

Here comes the 147th edition of our newsletter. In our featured article, we discuss why consulting firms often pour immense effort into winning clients – relentless pitching, hyper-tailored proposals, constant follow-ups, and overcustomised services – yet still struggle with win rates, pricing pressure, and frequent objections.

The question we aim to answer is: where is all that effort actually going?

Enjoy reading, 

Luk & Florian

Our New Article

Why Sales-Led Consulting Falls Short

In our experience, the low win rates and weak pricing power in a consulting firm are rarely a sales effort problem. The consulting firm is usually working very hard – everyone from individual consultants to support staff.

So what is the root of the problem?  

Well, the issue sits earlier, in where the effort is being invested and what the market receives before the first serious buying conversation even starts.  

What we have observed in many consulting firms is that weak proposition work pushes commercial effort downstream. 

Read the New Article

Our Recent Articles

CASE STUDY

The Best Consulting Pitch I’ve Ever Seen [Updated]

BUSINESS GROWTH

The Client-Centricity Lie in Consulting

SERVICE DESIGN

The Impact of a Clear Consulting Proposition on Service Design

OUR BOOK IS COMING IN 2026:

Consulting Proposition Design Book

Mastering Value Proposition Design for Consulting Performance

Join the waitlist to receive early access, get invited to a few pre-launch activities, and receive the book at the special launch price.

Join the Waitlist

Our Recent LinkedIn Posts

🔴 LUK SMEYERS

STRATEGY

The consulting vicious loop.

BUSINESS GROWTH

Why the ‘Unit Cost of Consulting’ Is Increasing for Many Consultancies

MESSAGING

Most IT & Tech consultancies bombard the market with jargon, hoping to impress. Wrong! 

BUSINESS MODEL

Most consulting firms drift into 'a model' they never chose.

FUTURE OF CONSULTING

AI is eroding consulting economics in plain sight. 

Q1 SUMMARY

A Summary Of Our Content - January-March 2026

🔴 FLORIAN HEINRICHS

CONSULTING PROPOSITION DESIGN

Consulting Proposition Pro Tip: How to Expand Without Losing Focus

STRATEGY

Does Your Proposition Demonstrate Capability... Or Does It Create Confidence?

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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