Top-of-the-Funnel Lead Generation for Boutique Consultancies
Filling the top of your consultancy’s funnel is crucial, but it is equally important to fill it with the right kind of leads. I have
Your People Are Your Worst Asset: Why Consultancies Need Talent Systems
Contrary to the trite nonsense on LinkedIn and the CIPD magazine, people are not your greatest asset. Indeed, this blog argues, acting this way can
Attracting and Keeping Talent: Recruitment Advice for Small Consultancies
If you have left a large firm then a steady supply of motivated and skilled talent is often taken for granted. Yet, smaller consultancies rarely
Boutique Consultancies and SaaS Ventures: A Roadmap to Success
I commonly encounter boutique CEOs who are jealously eyeing high-margin, high-growth, and high-valuation SaaS businesses. Knowing they already have a client base and a great
Consultancy Growth Finances: Cashflow vs Investment and Borrowing
An interesting divide between leaders that are still growing their firms and those that have sold their firms is that the former often proudly tell
Consulting is Changing, but the Big Beasts Are Still Winning
We’ve been told for a long time, that ‘traditional’ management consulting is being ‘disrupted’ (or even ‘dead‘). The idea being that new entrants, the democratization of knowledge,
5 Ways Small Consultancies Can Boost Their Sales
I’m going to talk you through a few areas, five in total, where the average small consultancy sales process can be improved. These should lead
Small Consultancies: Grow, Don’t Scale!
You’d have thought that “help me scale my firm” is something I would be glad to hear from a potential client. However, it usually creates a little
Freeing Time & Money to Grow Your Consultancy
There are many bumps on the way to success as you grow as a consultant. The first is often simply ‘survival’ – getting enough projects
Going It Alone: How to Start and Grow Your Own Consultancy
Most senior employees will be aware of the prices that many consultants charge for their work. Many will also have read the delivered reports and
Why I Study Management Consulting
‘A Professor of Consulting eh? I didn’t know they existed!’ I probably get this response from someone once a fortnight and as far as I
The Importance of Delegation in a Growing a Boutique Consultancy
Among my mid-sized clients (30-150 employees) delegation is on of the top 3 challenges that constrict growth (after sales and codification). The Crucial Role of
Creating New Consulting Services: Should You Do It?
You know when your car (TV, house, life) isn’t in great shape, and you think “weeeeell, perhaps I’ll just go get a new one?’ instead
Questions to Ask Potential M&A Advisors When Selling Your Boutique
Finding a good M&A advisor is crucial when it comes to selling your business. The right advisor can help you get the best deal, navigate
When Grieving Dies: the Implications of AI on Intimacy and Empathy
In this blog, I will discuss the potential impact of AI on human relationships and empathy by examining the future of virtual selves (v-YOU) and
Should You Hire a Chief Business Development Officer / Chief Sales Officer?
No…. The question of hiring a CBDO was one topic of discussion at our most recent Boutique Leaders’ Club. Most experts will answer ‘no’ to this
The Dependency on Founders in Consultancy Business Development
The Founder’s Burden and the Director’s Dilemma Over the last 20 years, I’ve advised over 200 boutique consultancies and their founders on growth or exit. The most common
Creating and Using Intellectual Property (IP) to Increase the Value of Your Boutique Consultancy
In the realm of boutique consultancy, the strategic use of intellectual property (IP) is pivotal. It encompasses not only your client-facing products and services, but also the core processes and
The Five Growth Pains of Very Small Consultancies: Evidence on How to Avoid Them
Over the last fifteen years, I’ve helped and studied over 200 founders of small consultancies that grew and then sold their firms. Aside from the
How Can Management Consultants Close More Deals?
For the last century, consulting industry revenue has grown an average of 9% a year. But what most people don’t know is that over the
Telling Your Brand Story: a Guide for Small Consultancies
Brand storytelling is how you interact with your future clients for the first time. It goes beyond your services and products to your fundamental reason
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