reader, consulting service lists don’t win (enough) clients. That's the topic of our new article.  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­    ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­  
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Helping to Build High-Performing Consulting Firms

🔴 EDITION #151 | June 3, 2026

Dear reader, 

Welcome to the 151st edition of our newsletter. 

 

In this edition, the featured article explores the pitfalls of transitioning to a proposition-led consulting model and the steps we encourage consultancies to take to make it as seamless as possible.

 

Enjoy reading,
Luk & Florian

 

Our New Article

Winning Consulting Clients: Start with Their Problem, Not with a Service List

Winning Consulting Clients - Start with Their Problem Not with a Service List (1)

 

Switching to a proposition-led business model is not about an overnight abandonment of the work that currently pays the bills. It’s not about engaging in a branding exercise.

 

Rather, it’s about setting out to redesign the foundations and recalibrating decision-making towards this goal – in a gradual but disciplined manner. 

 

Read the New Article

 

Our Recent Articles

STRATEGY

Why Most Consultancies Should Segment by Issue First and Industry Second

DIFFERENTIATION

How Consulting Firms Sabotage Their Go-to-Market

VALUE PROPOSITION

How to Test a Consulting Value Proposition With Three Simple Questions
Consulting Proposition Design - 2026 Book

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

CONSULTING GROWTH

Plateaued consulting firms rarely have a marketing problem.

CASE STUDY

95% of all consulting firm's messaging is fluff. Really. Big fluff.

STRATEGY

Most “specialist” consultancies still sound like generalists. And they likely don’t realise.

BUSINESS DEVELOPMENT

Keeping every door open eventually breaks the house.

FUTURE OF CONSULTING

To all the doom writers announcing the end of consulting every week.

VALUE PROPOSITION

Most consulting firms still describe themselves like a menu card. And that is suboptimal for their performance!

BUSINESS MODEL

AI rewards consulting firms that quit improvisation.

🔴 FLORIAN HEINRICHS

VALUE COMMUNICATION

The question most consulting firms aren't asking about AI, but should be.

PROPOSITION-LED STRATEGY

Could it be that most consulting firms track the wrong pipeline metric?

BUSINESS GROWTH

The best business development conversations in consulting don't feel like sales at all ...

STRATEGY

The consulting firms we speak to used to ask about growth. These days, they also ask about relevance.

VALUE PROPOSITION

No, no, no - and no: A (new and refined) consulting proposition isn't a piece of collateral.

VALUE DELIVERY

Why consulting firms need to contextualize their expertise within client issues - or risk being commoditized by AI.

FUTURE OF CONSULTING

How's this for an optimistic post on "AI in consulting" on a Friday.

CONSULTING GROWTH

The old consulting growth playbook is breaking down.

Here's How We Help Consultancies
Luk and Florian announcement-1

 

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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SEND US YOUR SUPPORT REQUEST →

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