❌ 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 reaction is often to change something big. Add a new service. Go after a different market. Create something entirely new for someone entirely new.
But if you’re a boutique or independent consultant and your current service has already been validated by the market – meaning you’ve sold it before – then the most prudent move is often the simplest one:
Sell more of what’s already working, to the same market segment.
Here’s why.
According to McKinsey’s latest B2B Pulse survey (2024), buyers growing far more comfortable placing large orders remotely.
73 % of decision makers will spend more than $50,000 online or via a video call, up from 59 %.
39 % will approve deals above $500,000, up from 28 %.
So, unless you sell something uniquely local, you don’t need to restrict yoursefl to landing local clients. This gives you the license to go deep without fear of running into a saturated market. Your market is likely way bigger than your client list. And often, there’s more low-hanging fruit than it seems.
So why don’t more consultants go deeper instead of wider?
Three common reasons:
❌ A few “NO’s” loom large in your mind. That’s availability bias at play.
❌ FOMO from watching others launch new things. It makes staying the course feel like you’re falling behind.
❌ You’ve never taken the time to thoroughly size your existing market.
If you’re unsure whether to go deeper, here are three simple acid-test questions to ask yourself:
❓ Have I mapped out how many potential buyers actually exist in my market?
❓ Am I consistently showing up where they’re already paying attention?
❓ Is my message still speaking directly to their top-of-mind problems?
Often, growth doesn’t need a pivot. It needs a double-down.
—
Ready to add $100k-$500k revenue to your consulting business in 12 months or less without burning out? Schedule a call and let me show you how.
