A seven-fig consulting client told me last month he’s doubling down on a market that’s shrunk 25% in addressable size in recent years.
I asked him why.
His industry has been contracting for years due to a demographic shift. Revenue down. Costs up.
Operators across the board are cutting what they can.
Most of his competitors looked at that and started positioning for an exit.
He saw something different.
The operators who used to hire full-time senior talent can no longer afford to. A fractional engagement – 5 to 10 hours a week at a senior level – is now the only format that works economically for them.
The market didn’t shrink his opportunity. It created it.
Demand for their expertise didn’t go away. The format buyers wanted to engage with changed. The old delivery format – full-time, extended projects, long commitment – stopped fitting the buyer’s reality. So the client changed their delivery model.
I see many consultants treat their delivery model as fixed. The market keeps changing, but the model rarely changes.
The ones who build something durable ask themselves: does the way I deliver still fit what buyers can and want to buy?
I wrote about consulting delivery models recently if you want to dig in a bit more.
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