Why Automatic Client Loyalty Is Collapsing in Consulting
An HBR study that’s more relevant today than when it was published caught my attention recently. In 2023, researchers Matt Dixon and Ted McKenna surveyed
An HBR study that’s more relevant today than when it was published caught my attention recently. In 2023, researchers Matt Dixon and Ted McKenna surveyed
Had a really interesting conversation with a client this week about hourly pricing vs. value-based pricing. Here’s how we broke it down. When most consultants
Which consulting delivery formats will AI make redundant – and which ones will it never touch? In my previous post (https://lnkd.in/d7nUYHEj mapped out eight typical
Nobody in consulting talks about service delivery formats much. That’s a mistake. Here’s why. Most consultants default to a handful of delivery formats – shaped
Beware the cold outreach playbook. It was built for SaaS. Not consulting. In SaaS, volume covers for trust. You can cold email 10,000 people, convert
I drove to the same university six times in six months. Till I realized they were never going to hire me. They had a real
The consultants with consistent pipelines, premium fees, and clients who keep coming back all have one thing in common. It’s not what most people think.
A 15-person strategy consulting firm lost more than half their revenue in under a year. Here’s how we fixed it. Their anchor client was gone.
Most consultants won’t price on outcomes for two reasons. They don’t know how to quantify the result upfront. And they don’t trust that they’ll have
Most consulting firms obsess over the obvious revenue leaks.Scope creep. Underpricing. Poor follow-up. The ones that quietly cost you the most are harder to see.