Serving our clients

A successful consultancy business harnesses the skills and abilities of its consultants – both individually and collectively – to meet the needs of its clients.

Our research has shown that there are three key elements in a consultancy practice that link consultants and clients:

• Management – responsible for the direction and performance of the business
• Structure and processes, which act as the integrating core – the “glue” that holds the business together
• Intellectual property, which enables consultants to achieve more for their clients as part of the firm than they could do individually

The six challenges

The main challenges facing a consultancy business arise between consultants, clients and each of these three elements:

• Between Management and Clients: The value proposition challenge. What exactly should the value propositions be that we sell to our clients and how do we organise ourselves best to deliver them?
• Between Structure and processes and Clients: The engagement challenge. How do we organise ourselves best for account management – both in selling and delivering to our clients?
• Between Intellectual property and Clients: The branding challenge. What exactly do you want to be famous for?
• Between Management and Consultants: The talent retention challenge. Consultancy businesses compete for talent as much as they do for clients.
• Between Structure and processes and Consultants: The performance management challenge. Consultancies need a different scorecard from other businesses.
• Between Intellectual property and Consultants: The consultancy process challenge. How can you best make the knowledge and experience of individual consultants corporately available?

Perhaps your organisation is facing one or more of these challenges. Our business is helping organisations address these and related challenges.

Click on the links to find out what we do, or contact us to discuss your situation.

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