Aligning your operating model for growth
Evolution of your consultancy sharing “people, process, and proposition” frameworks.
Chapters
- Setting the context: from training to operating models
- Why sales remains the core growth challenge
- Understanding how clients buy professional services
- Structuring sales and delivery teams effectively
- Embedding commercial awareness and collaboration in culture
- Avoiding common hiring mistakes in sales roles
- Designing career paths and sustainable growth models
This video explores how professional services firms can align their operating model to support sustainable growth. Alan Morton and Caroline Boston discuss the evolution from focusing solely on training to a broader, more integrated approach involving people, process, and proposition. Key topics include how clients buy consultancy services, the pitfalls of misaligned sales hiring, and designing role structures and career paths that balance delivery excellence with commercial contribution.
Agenda
Who should be selling?
- Relying on rainmakers or hiring standalone BD professionals often leads to failure for consultancies. We’ll show you alternative models that align sales with delivery for better results.
Choosing the right operating model for growth
- What questions should you ask yourself to find the best operating model for your consultancy? We’ll share examples of specialised approaches and how they impact a firm’s culture and growth trajectory.
Success stories: What has worked in the past… and what hasn’t!
- We’ll give you some case studies from consultancies that’ve successfully restructured their sales and delivery teams to support long-term growth.
