unbillable hours - a podcast about better professional services marketing C2E12 - Competing (and winning) against bigger firms
May 2, 2025
Discover how small and mid-sized consultancies can effectively take on larger competitors. The hosts share strategies to de-risk the buying journey and pick smarter battles. They emphasize the power of specificity in addressing client needs, showcasing how unique branding and authenticity can set firms apart. With practical insights on carving out niches, the discussion highlights agility and specialization as critical advantages. Personal anecdotes and humor add a relatable touch, making this a must-listen for those in professional services marketing.
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Pick Different Clients and Game
- Avoid competing directly with big firms; instead, pick a different game or arena where they don't play.
- Focus on serving smaller or underserved clients where you can out-position and grow with them.
Solve Issues Big Firms Avoid
- Target business issues that big firms won't or can't handle well, like upstream or niche problems.
- Position your firm as a smart addition or a critical fix to these underserved issues to differentiate.
Winning By Fixing Failed Projects
- Some smaller consultancies specialize in project recovery after large firms’ engagements fail.
- These firms win work by fixing issues the big consultancies couldn’t resolve satisfactorily.