unbillable hours - a podcast about better professional services marketing C2E2 - Making the case for systematized business development
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Feb 7, 2025 Discover how to transform your consultancy's business development approach! The discussion highlights the urgent need for systematic strategies amidst evolving client demands and emerging technologies. Explore the pitfalls of complicated business models and the declining margins in consulting. Learn about shifting from traditional selling to a more outcome-focused method that resonates with clients. It's all about innovative thinking and making your value proposition shine in a competitive landscape!
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Declining Consulting Market Growth
- Consulting market growth has been declining for the past decade and now lags behind GDP growth.
- Clients are less inclined to spend on consulting due to increased internal capabilities and completed major transformations.
AI Disrupts Consulting Demand
- AI and software are eroding traditional consulting's value by offering cheaper alternatives.
- These tech solutions create client hesitation and disrupt consulting's core business proposition.
Outdated Consulting Business Development
- Most consulting firms still use outdated business development playbooks focused on selling capability or capacity.
- This commodity selling approach is insufficient in tougher markets with increasing client options.