Successful Consulting: From Providing Services to Providing Outcomes

What’s the biggest problem I see in the business consulting world?

It’s this:

Many (if not most) solo consultants and boutique consulting firms see themselves as “service providers”.

Service providers provide services.

But here’s the problem…

Clients don’t buy “services” they buy OUTCOMES.

Just the act of carrying out a service adds a little value to the client. The value lies in the outcome created.

So as consultants it’s imperative that we position ourselves not as service providers but as “outcome providers”.

And when you start quantifying outcomes you can bring about based on your deep domain expertise and astute understanding of your market, you will begin to stand out and shine.

There’s no need to overthink “outcomes”.

Here are a few examples:

  • Predictable revenue growth
  • More customers
  • Increased sales volume
  • Increased share of wallet
  • Increased profitability
  • Increased productivity
  • Cost reduction
  • Cost containment
  • Avoided costs
  • Displaced costs
  • Increased retention
  • Reduced absenteeism

Can you think of others? Drop them in the comments below so everyone can benefit…

Ready to Land $100k+ clients consistently without burning out? Schedule a call and let me show you how.

Image credit: Michael Angelo