Key Takeaways 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 often seen difficulties in some consultancies where sales are generating lots of useful leads, but these are either inappropriate or end up expecting something else than what the […]
Top-of-the-Funnel Lead Generation for Boutique Consultancies Read More »
Key Takeaways 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 devalue your firm and increase strategic risks. It examines when a founder should switch from an entrepreneurial focus, where a reliance on individuals is crucial, to a system-based
Your People Are Your Worst Asset: Why Consultancies Need Talent Systems Read More »
Key Takeaways 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 have the brand to attract talent and early on generally rely on recruiting people they know, sometimes poaching talent from their old firms. However, as firms grow, the
Attracting and Keeping Talent: Recruitment Advice for Small Consultancies Read More »
Key Takeaways Common Pitfalls: SaaS development often faces unforeseen challenges, such as scope creep, inadequate planning, quality issues with low-cost developers, and clunky initial versions. Financial and Development Strains: Unexpected costs and the need for better developers strain finances, leading to debt and financial pressure. Delays and competitive shifts during development can dampen initial market
Boutique Consultancies and SaaS Ventures: A Roadmap to Success Read More »
Key Takeaways 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 me that their growth is funded solely through cashflow, and the latter often tell me they wish they’d borrowed or sought investment for faster growth. Growing From Cashflow
Consultancy Growth Finances: Cashflow vs Investment and Borrowing Read More »
Key Takeaways 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, the competition for talent (especially from technology companies) and the rise of ‘asset-based’ consulting (read consulting + databases & software) will knock the incumbents off their thrones. The
Consulting is Changing, but the Big Beasts Are Still Winning Read More »
Key Takeaways 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 to an improvement in your pipeline and your conversion rates. The evidence comes from working with my own clients who are small consultancies that want to grow and
5 Ways Small Consultancies Can Boost Their Sales Read More »
Key Takeaways 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 anxious feeling in my throat. Let me explain why. The Reality of Scaling a Consultancy No consultancy scales until its revenue is at least £3m. Over the last
Small Consultancies: Grow, Don’t Scale! Read More »
Key Takeaways There are many bumps on the way to success as you grow as a consultant. The first is often simply ‘survival’ – getting enough projects through the door to pay the bills whilst you find your feet. The second you typically encounter is how to free up enough time and money so that
Freeing Time & Money to Grow Your Consultancy Read More »
Key Takeaways 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 thought to themselves ‘I could do better for half the price’. It is unsurprising then that some senior employees, and corporate consultants, decide to start up their own consultancy
Going It Alone: How to Start and Grow Your Own Consultancy Read More »
