Management consulting
The good consultant sells well in the meeting room, but first has to get in
Management consulting firms live off the partner's relationships and returning clients. It works as long as the partner has time to nurture them. When the firm grows, one person's relationships are no longer enough to fill everyone's calendar.
The starting point
The challenges we meet most often
Challenges 1
Everything Goes Through the Partners
New clients come from the partners' personal network. If the partner is busy on a project, the search for new assignments stops.
Challenges 2
A Service That Is Hard to Describe Cold
Reorganisation, management control, generational handover. Explained in the abstract, they sound the same as those of any other firm.
Challenges 3
Entrepreneurs wary of consultants
Many have already paid for a project that ended up in a binder of slides. They start out prejudiced and want proof before talking.
The method in the industry
How we work in this industry
We start from a precise moment in the life of the company: generational handover, growth beyond a certain size, a fund coming in, falling margins. These are moments that can be read from financial statements, appointments and corporate transactions. The message reaches the entrepreneur or the managing director on behalf of the partner, talks about that moment and proposes a conversation, not a presentation of the firm. LinkedIn weighs heavily here: the partner's profile is part of the message, and we work on it before starting.
Who we talk to
Entrepreneur or CEO
In SMEs they decide alone. They want to understand quickly whether you have already solved a similar problem in a company like theirs.
General Director
In the more structured companies they manage change and need outside support to get it accepted internally.
CFO
Involved in management control, extraordinary finance and planning projects. Looks at the return on the engagement.
The objection we hear most often
«Consulting is sold on trust, not with a LinkedIn message.»
You're right, trust is built in a conversation. The message only serves to get one, with the right person at the right moment. We are an amplifier: if the partner has a strong profile and real cases, we push hard. If the profile is empty, that gets fixed first.
Case studies
The method in this industry
€45,000Collected Deals
Smart Business Lab S.r.l.
ROI between 10 and 13 times in 3 months: 53 opportunities, 29 meetings held and 3 deals closed in 4 months.
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129Opportunities
Innogea S.r.l.
129 opportunities, 59 of which were meetings held, in 6 months.
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77Opportunities
Planetica S.r.l.
77 opportunities, 42 of which were meetings held with C-level executives at banks and insurers.
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€31,000Closed Deals
ZPC S.r.l.
€31,000 with 2 contracts closed, 70 opportunities, 38 of which were meetings held in 6 months of collaboration.
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60Opportunities
Compet-e S.r.l.
From 2 meetings a month to 60 opportunities and 31 meetings held in 6 months.
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130Opportunities
Fare Impresa
130 opportunities overall and 68 qualified meetings in 12 months.
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220Opportunities
Mercatoria S.p.A.
220 opportunities and 145 positive replies in 12 months, starting from zero outbound channel.
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Recommended services
The channels we use here
LinkedIn Lead Generation
Sequences of targeted requests and personalised, professional messages, from your company’s LinkedIn profiles. This builds your pool of potential clients, which we nurture over time to create connections with decision makers.
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Account Based Marketing
Surgical targeting on a named list of companies you want to win. Multi-decision-maker, multichannel, zero waste.
Discover the service →
Frequently asked questions
Questions about the industry
How does a business consulting firm find new clients?
Beyond the partners' network, by finding the companies going through a moment when consulting is needed: a generational handover, fast growth, falling margins. The entrepreneurs are contacted with a message about that moment, signed by the partner.
Does LinkedIn work for selling management consulting?
It works very well when the partner's profile is credible: experience, cases, content. In that case the connection acceptance rate rises considerably and conversations start on their own. If the profile is weak, it has to be fixed before starting.
Does it make sense to hand a consulting firm's client search to an external agency?
It makes sense if the part you hand over is finding and obtaining the first meeting. The sale stays with the partner, and it must stay that way. We write in their name, handle the replies and put the interested entrepreneurs in their calendar.
Your market is in the industry management consulting? Let's talk.
In the Feasibility Study we tell you honestly whether it makes sense to get started in your industry, and how.