Professional Services & Consulting

We partner with your firm to navigate complex growth challenges, adapt to evolving project dynamics, and stand out in a fragmented market. By leveraging our expertise, we help you build a proactive growth strategy, enhance your sales effectiveness, and differentiate your services. Our tailored solutions ensure sustained revenue acceleration, turning great client delivery into long-term success.

Stories from our clients

Quick Release

5-year partnership resulting in quadruple sales

4 min read

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Reply

Technical expertise to customer-centric selling

2 min read

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AECOM

8x ROI through improved sales capability

3 min read

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Common challenges we hear

Navigating growth challenges

Organisations are grappling with a slowdown in growth after the initial boost from the COVID-19 pandemic. Balancing the need to boost pipelines while managing the cost of the bench has become a critical challenge. Firms are also struggling to adapt to the hybrid work environment, which has impacted productivity and client engagement. The absence of a clear growth strategy in this evolving landscape leads to unpredictable revenue streams and underutilised resources.

The solution

Adapting to the new normal

To ensure sustained growth in a slower and less predictable market, develop a proactive approach to market intelligence and pipeline management. Anticipate changes in client needs and industry trends by implementing a robust pipeline system that includes scenario planning for flexibility and quick market adaptation. Investing in digital tools and automation can streamline operations, reduce costs, and help maintain profitability during challenging times.

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Adapting to changing project dynamics

Larger projects are increasingly being split into smaller, more manageable phases, requiring a shift from winning large transformations to consistently winning smaller tranches. This new dynamic demands a more agile, continuous sales approach rather than a one-time win strategy. Firms must quickly pivot to changing client needs while ensuring value delivery across these incremental phases, all while maintaining profitability.

The solution

Improve your win rates

Improve your sales velocity with a rigorous qualification framework that enhances win rates and reduces the sales cycle time. Focus on creating landmark deals by aligning with the trend of breaking down projects into smaller, manageable phases. Encourage cross-functional collaboration between sales, delivery, and marketing teams to maximise every opportunity. Leverage data analytics to track and refine sales strategies, leading to higher conversion rates and better client outcomes.

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Standing out in a fragmented market

Market fragmentation has intensified, leading to a lack of differentiation among service providers. Simultaneously, there’s a noticeable breakdown in client loyalty, making it challenging for firms to stand out and retain business. As clients become more selective, they seek partners who not only provide solutions but also demonstrate thought leadership and innovation. Articulating a unique value proposition that resonates with client needs is now more critical than ever.

The solution

Differentiating your service

Position your firm as a thought leader and trusted partner by offering unique value propositions tailored to specific client challenges. Develop proprietary methodologies, tools, or frameworks that can be marketed as unique selling points. Shift from a transactional relationship model to a partnership model, focusing on long-term client success. Differentiate your brand through compelling storytelling that highlights your expertise, client successes, and industry impact, using case studies, testimonials, and thought leadership content.

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Typical growth challenges that we solve for

“We are too dependent on a small pool of people winning business.”
“We are stuck in a price battle/charging for time rather than charging based on the value that we provide.”
“We rely on individual talent rather than a repeatable and predictable revenue engine and infrastructure.”
“We are stuck selling projects and point propositions rather than programmes or solutions.”
“There is no common language, process or methodology to define how we win business, so we aren’t able to collaborate.”
“We need to move upmarket and start selling bigger deals to bigger customers if we are going to achieve our growth ambitions.”
“We can’t rely on leads that come to us as the marketing costs are getting too high in an increasingly competitive market – we need our team to proactively engage with prospects and stimulate demand.”
“There is huge untapped potential in our existing accounts, we need to cross sell and land and expand.”
“Its either feast or famine – we need to create a more consistent flow of opportunity.”