Mistakes consulting firms make when struggling to grow.

Mistakes consulting firms make when struggling to grow:


1/ Sheep dip sales training.
2/ Superstar rainmaker + Rolodex.

Both burn time and cash.
The outcome? Predictable.
The experience? Disappointing.

With sheep dipping, remember …
Not everyone wants to sell.

And that senior hire?
Often misaligned, expensive, and gone in 18 months.

Meanwhile, your best bets get ignored.

Invest in bright spots
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Usually, it’s a handful of consultants.
The ones quietly driving most of the revenue.

They’re wired for growth:
– Committed to sales.
– Intentional networkers.
– Insight-based value creators.

Stop training everyone.
Start backing the few.
Pair them with a coach.

Build a pursuit culture
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That said, growth doesn’t happen in isolation.

So, set it up as a shared ambition, that supports the leaders who drive things forward.

- Recognise tag-team efforts.
- Share pursuit stories and lessons.
- Promote the value of BD contributions.

You’ll see sales effort multiply, and every new pursuit will strengthen the team.

You may even identify the next generation of growth leaders!

Bottom line:
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Your real lever isn’t the common choices.
You don’t need a sales army, or a savior.

Invest in the growth leaders you have.

And developing a culture that amplifies the support for them.

Do you agree?