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title: Consulting Has a Revenue Quality Problem
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reader, what if every consulting engagement made the next more valuable? ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­    ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­  

| View in browser Helping to Build High-Performing Consulting Firms 🔴 EDITION #158 \| September 24, 2026 Dear reader,  Welcome to the 158th edition of our newsletter.    In this edition, the featured article looks at a question we believe will become increasingly important for consulting leaders: how can a consulting firm make its expertise more valuable every time it is applied?   We introduce 'The Shift', our framework for progressively redesigning the consulting business around repeatable client value, accumulated expertise and stronger revenue quality.   And, as always, we were very productive on LinkedIn again. Below are the topics we wrote about over the past two weeks. Check it out!    Enjoy reading, Luk & Florian Our New Article Consulting Has a Revenue Quality Problem   For decades, consulting firms have grown by selling expert capacity. Smart people, organised into projects and teams, monetised by the hour/day. It has been an extraordinarily successful business model, and it still generates most of the revenue in many consulting firms.   However, we increasingly see the same challenge across these consultancies: difficulty winning new clients and building a predictable revenue pipeline without compromising on pricing or stretching resources thin by continually customising pitches and project delivery.   This challenge is not temporary. And no type of consultancy is immune to it.   While it may not be possible to walk away entirely from the capacity-selling model. it is worth considering rebalancing it with value-led work.    Read Our New Article   Our Recent Articles BUILDING TRUST The Consulting Firm Trust Trap: Why Buyers Click Away DIFFERENTIATION The Problem with Consulting Firms’ Outcome Claims CONSULTING REVENUE Why Cold Outbound in Consulting Doesn't Work. And What Actually Delivers Prospects. OUR BOOK IS COMING, LATE 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 VALUE-LED CONSULTING Consulting firms need to redesign how value becomes revenue. FUTURE OF CONSULTING Stay away from the AI risk zone. PROPOSITION DESIGN Proposition design in consulting reduces the buyer’s risk perception. VALUE DELIVERY The most shocking thing I had read about AI this year? I was asked this question recently. I didn’t have to think very long. CONSULTING GROWTH The strongest rainmaker can eventually become a growth constraint. FUTURE OF CONSULTING Every consulting firm needs to answer 2 AI questions. 🔴 FLORIAN HEINRICHS PROPOSITION DESIGN Consulting propositions, at their core, can be thought of as coherent systems built around three pillars. STRATEGY How value-focused, proposition-led consulting creates "AI defensibility" VALUE-LED Capacity-selling consultancy: "It depends..." 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   Want to work with us? SEND US YOUR SUPPORT REQUEST → Not yet subscribed to 'The Authority'? Subscribe here. Previous 'The Authority' edition: Edition #157 Wanna send The Authority to friends or colleagues? It lives here Connect with us on LinkedIn: Luk \| Florian TheVisibleAuthority.com, Jan Verbertlei 37, 2650, Edegem, Belgium 2650, Belgium Unsubscribe Manage preferences |
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