Consultant, here’s why I keep one thing under lock and key from my clients, and why you should, too.
But first, let me show you what my strategy firm looked like in the early days:
• A laundry list of services, each customised to whatever a client asked for
• “Yes” to any project, even outside our real expertise
• A brand‑new pitch for every prospect
• Scrambling from one engagement to the next, no two alike
Running a business this way drained my energy and short‑changed our clients. Because we never sharpened a core skill, we struggled to relate deeply or deliver repeatable wins.
The most embarrassing part? We called ourselves strategy consultants.
Eventually the frustration became unbearable. For too long I’d masked the problem, afraid to face it. One day I simply couldn’t stand the chaos any longer, so I drew a line in the sand: choose one lane, master it, and make it work.
That leap felt less like clever strategy and more like raw courage – but once I saw the results, I wished I’d taken it sooner.
What made the decision possible? Reclaiming 20 percent of my week. Fridays became sacred: no client work, only working on the business.
During those Fridays I would:
– Reflect and think long‑term
– Map cash flow and plan capacity
– Study how successful firms position themselves
– Seek counsel from mentors and peers
– Design market‑focused solutions we could actually execute
– Write articles, plan seminars, reach out to new prospects
Those uninterrupted hours turned out to be the engine of real growth – and sixteen years later I still protect that day.
I’ve written in other posts about the specialism we chose, so read those if you’re curious. For now, remember this:
Strategy decks are everywhere, but bold moves come from reflection, trusted advice, a clear view of the market, and the courage to act.
Give yourself that 20 percent. Your clients won’t complain (I haven’t heard a single objection in sixteen years), and once your firm levels up its delivery, margins, and talent, everyone wins.
—
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.
