Are You Confusing Business Development Motion with Pipeline Momentum?
The most dangerous BD activities are the ones that feel productive. Most consultants I know are not avoiding business development. They are doing it every
The most dangerous BD activities are the ones that feel productive. Most consultants I know are not avoiding business development. They are doing it every
Last week, two of the world’s largest AI companies decided to enter the consulting market. OpenAI launched a $4 billion deployment venture. Anthropic launched a
❌ When consulting revenue dips, should you pivot? The best consultants I know do the opposite. When consultants see a dip in revenue, the knee-jerk
A few years ago, my former boss who had built a $10M consulting firm told me something I’ll never forget. I was asking him questions
BCG just did something it has never done before. Last week, the world’s second largest strategy firm announced it will pilot placing interim executives –
A consulting firm owner came to me recently. New direction, no pipeline. He thought he needed a better channel strategy. More outreach. New platforms. Better
The two consulting founders I keep seeing both have strong expertise, good networks, and early referral momentum. One of them quietly stalls. The other doesn’t.
Consultant, this is going to matter more than most people realize. As AI becomes more embedded in how we work, the time it takes to
Stop Chasing Leads – Do This Instead Your next client might already be on your roster. Most consultants overlook the easiest growth lever in their
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