Luk’s Bi-Weekly 'Think Piece' For Consultancies

EDITION #72

APRIL 12, 2023

Dear reader, 

Here comes the 72nd edition of my newsletter. 

In this edition, I'm covering a range of topics, from the specific types of thought leadership consultancies can and should put out to generate demand for their services to improving profitability while reducing the number of services a consultancy offers.

However, it all comes down to how consultancies position themselves on the market and then communicate this positioning externally.

The type of reputational footprint a consulting firm establishes, how it ensures internal alignment, how it converts prospects into clients – none of these elements can deliver proper results until the foundational element of positioning is set in place. So in this newsletter, I also share a few pieces of advice on positioning and how it shapes the overarching business strategy.

As always, I hope I can create a bubble of calmness with my bi-weekly ‘think piece’, a place of stillness in the face of everyday stress. A chance to reflect on what really matters in your consulting work.

Enjoy reading, 

Luk

FEATURED ARTICLE

How Consultancies Can Reach the Unconverted Audience in 4 Steps

“Luk, how are we supposed to convince those who are not actively looking to buy consulting services within our target audience to not just buy such services but do so from us?” This is a question that was posed to me during one of the training sessions I hosted earlier this year.

Indeed. How do consultancies increase their odds and activate those “not in the market”?

Are sales teams supposed to send bulk emails with sales brochures and wait until a couple of contacts bite? Are consultants supposed to call every contact they have and try to convince them to allocate a budget towards their consulting services?

No, of course not. Who has the time, the man power, or the patience for such low-ROI efforts!

The answer lies in educating the market and activating prospects through a gradual, 4-step thought leadership journey. I elaborate on the steps in this post.

READ MORE

MY RECENT ARTICLES

STRATEGY

Relying On the Network Is A High-Risk Consulting Growth Strategy

MANAGEMENT

High-Performing Consultancies Train Their New Hires on These 5 Things in the First Month

STRATEGY

The Way a Consultancy Manages Its Pipeline Is the Way It Manages the Consultancy

AUDIENCE EDUCATION

Without Thought Leadership, Consultancies Will Fail

STRATEGY

10 Consulting Trends: 2023 Edition

MY LINKEDIN POSTS

POSITIONING

Break free from your self-glorification bubble!

BUSINESS DEVELOPMENT

The Consultancy Paradox: Selling Harder Destroys Trust!

STRATEGY

The story of a consultancy cutting back 30% of services and improving its profitability.

MARKETING

Your consultancy website isn't a party, and nobody's coming to hang out!

STRATEGY

How one mistake in my early consulting years taught me the value of stability.

POSITIONING

The Art of Persuasion: How to Get a Prospect Hooked on Your Consultancy?

SUMMARY

A Summary Of My Content - January-March 2023

MY SUNDAY SHOUTOUTS ON LINKEDIN

...to Josh Bersin who published an insightful and thought-provoking article on AI, why the world is afraid of it, and why these fears are unfounded.

...to Steve Nouri for his great posts and especially this one, summarizing Bill Gates’ 7-page letter about AI and predictions for the future.

HERE'S HOW I HELP CONSULTANCIES

If you knew a way to become a high-performing consultancy, would you adopt it?

Stupid question, I guess.

My High-Performing Consultancy Review provides a 360-degree evaluation of challenges such as:

- market positioning and target audience;

- visibility and reputation in the market;

- new client acquisition;

- existing client development and retention;

- pipeline predictability;

- expertise differentiation;

- business performance measurement;

- key player retention.

You'll receive a detailed report of your strengths, weaknesses, opportunities, and areas for improvement, along with actionable insights to help unlock your consultancy's full potential.

Don't settle for mediocrity. Book your High-Performing Consultancy Review today and take the first step towards a brighter future for your boutique consultancy.

PS. My ideal clients: founder-led boutique consultancies with revenue between 2M and +/- 20M and/or between 20 and +/- 100 consultants. 

BOOK A CALL →

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