Why Equity Incentives Matter in Consulting
Some time ago, I advised a boutique US consultancy 4 years out from an exit (at the time, we thought 3, but we’ll get onto
Navigating Tough Times: A Practical Cost-Management Checklist for Consultancies
Turbulent markets. Slowing demand. Clients tightening their budgets. If you’ve been running a consulting firm for long enough, you know that downturns are inevitable and
Confidential Information Memorandums for Consultancies
A Confidential Information Memorandum (CIM) is sometimes known as a pitch book, deal book, offering memorandum or confidential business review. It is the sales brochure
Rebranding Your Management Consultancy for Growth
Rebranding, done badly focuses on creating a new logo and a prettier website. This is a waste of time if your proposition isn’t reviewed, and
A story-telling workshop for consultancy partners
Storytelling is a powerful tool for management consultants to build trusted relationships with clients. Stories allow consultants to make personal connections, demonstrate empathy, establish credibility,
E-book: How to Use Virtual Assistants Effectively
There are lots of benefits to using a virtual assistant if you’re a small consultancy leader. Download my eBook on how to find and manage
Preparing to Sell Your Consultancy: Creating the Data Vault
Selling your firm is a project with a series of sub-projects. The biggest of these sub-projects is preparing your financial and operational documents for inspection
Does Your Boutique Consultancy Need a Succession Plan?
There are three major symptoms of a firm without a succession plan – do any of these ring a bell? First, you are founder of
How Boutiques and Consultancies Grow
In management theory, professional service firms are said to grow through a series of S-shaped stages from their founding through to billion-dollar multi-nationals. The S-shapes
The potential of digital for small consultancy growth
The impact of digital on consulting firms has been well covered in the business press. However, this work has mostly focused on the disruptive nature
How Consultancies Can Use Virtual Assistants for Growth
Many consultancies can save a lot of time and money by using virtual assistants for all types of expertise: from sales leads and PowerPoint polishing
4 Ways Consultancies Can Improve Sales
Your browser does not support the video tag. For clients to buy your services, three things must usually happen: 1. The client must be convinced
Unique Value Proposition for Consultancies
I define a Unique Value Proposition (UVP) as the reason why clients should select your firm. If you can’t answer this question, you’re obviously in
Digital Marketing 101 for Small Consultancies
Many founders are wary of social media, especially around advertising. It is not only a big psychological step from traditional marketing in consultancies, but it
Service Strategy Development for Small Consultancies & Boutiques
Here is a .PPT of a workshop I use with clients to help define and develop their service strategy. The aim of your service strategy
Overcoming Barriers to Growth for Consulting Firms
What are the main barriers that you will face when trying to grow your consulting firm? How can these be overcome? The barriers I discuss
An Ip Development Workshop for Boutique Consultancies
IP is the primary asset of a consulting firm looking to sell. It is also the key to sustainable, scalable leveraged, profits. This PowerPoint provides
A Governance Checklist for Small Management Consultancies
Governance concerns the systems of decision-making, control, and accountability, by which the firm is directed and controlled. At its heart is generating trust: for partners,
Professional Services Automation for Consultancy Growth
If, like me a few years ago, you have not heard of PSA, you may find the data and processes of your firm are a
Pricing Services for Consultancies: Why Value Pricing Rarely Works
There’s a lot of nonsense written about pricing which is based on zero evidence. The general advice from ‘gurus’ appears to be (i) raise your
How Buyers Value Your Consultancy Firm
Here, I spend 5 minutes detailing how buyers and investors assess the value of your firm. The firm’s EBITDA provides the basis for calculating how
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