The Three Most Important Factors for Bringing in a Management Consulting Firm
Jake Dunlap
First Call for VC and PE-Backed Companies Who Need to Optimize Revenue Performance for the Next Phase of Growth | Generative AI Expert for Frontline Sellers | USA Today Bestselling Author of Innovative Seller
I completely understand why most organizations feel consulting is a “necessary” evil vs. a business driver. Fifty percent of people don’t believe that consulting firms, the McKinseys, the Accentures, the Deloittes, and even Skaled suffer from this perception.
And guess what … it definitely can be true.
When I look at what’s happening in the consulting and agency space - there are three big trends coming to light. Trends in the sense that these are three big steps companies need to take to create adaptability in their sales organizations
Trend #1 - If Possible, Bring it In-House
The first trend I want to call out is organizations need to build out their own internal SWAT teams whenever possible. Yes, as a CEO of a consulting firm, I am telling you, more companies need to be building out triage groups internally to support the internal sales organization. Sales organizations are grossly under resourced in operations and enablement.
For whatever reason (executive leadership, I’m talking to you), we receive marketing support from PR agencies, website development agencies, and creative agencies.
While sales organizations have maybe a small sales ops team and some sales training, they are not getting the ongoing support they need in order to identify and optimize weak points in their team.
My friends, it’s simply not good enough.
We need to start building out triage teams within sales orgs that can affect change. These organizations cannot scale at the growth goals that have set without more operational support. We can’t keep flying the airplane and wrapping duct tape around it, and think some outside consulting firm is going to be our magical savior.
That’s step one. Build a well-oiled machine internally that continues to run on its own first.
Trend #2 - Keep Consultancies and Agencies Accountable
The second big trend is that all consultancies should be tied to outcomes and results.
Aligning to client’s outcomes and results to show value and stay accountable. Make sure that you not only focus on deliverables but the outcomes you want to drive from those deliverables
Many firms talk about driving towards outcomes, but really they are focused on assessments and deliverables.
Now the key is that change takes time. I can’t wave my hand and make magic happen across 500 sales people. Which leads me to the third trend…
Trend #3 - Is the relationship a partnership or a service?
When your internal people don’t have the bandwidth, or you’re unable to build out a triage team, the future of consultancy is not the service the experts provide. It’s making sure you really treat the firm as a partner and a part of the team
It shouldn’t feel like an academic exercise. It shouldn’t feel like reading through a list. It should feel like a partnership where information is shared freely both ways
I’ll leave you with this. When you think about how to build a more nimble sales organization, and you’re thinking about engaging with a partner - first go through the three trends I’ve laid out. It’s my suggestion that, if at all possible, you handle as much of this internally as you can. But if you can’t, hold consultants and agencies accountable and make sure it is a partnership.
That’s going to be the future of how we create adaptability in our sales organization versus hiring out a service to slap a band-aid on it.
#sales #consulting #bebetter
Jake Dunlap
Director Of Business Development at TransUnion
5 年I think you nailed some great points here Jake Dunlap.? #1?really hit home.? Almost all, sales organizations invest in the asset that generates revenue - called salespeople.? Let's see, the loaded cost of a salesperson is "X", their quota is "Y"? their pipeline is "Z".? Yep, it all adds up. Perfect.? OK, lets get some more of those 'salespeople'.? We already know the financials.? Lets scale. Wait, they say they need some help? You want to add Ops Support for Sales?? Well, what do they cost? How much revenue are they going to bring in?? Zero?? What! What? Heck, I'd rather hire a low cost 'junior' salesperson instead.? ?Yea, that math works much better.? Or, hmm, maybe we just put the entire sales team on 100% commission. That will cut costs and they will be super motivated.? Yea, that's the ticket.? The weak ones will leave and the better ones will make the numbers.? Winner winner, chicken dinner. Well, maybe we should hire a consultant to help us out, 'cause well, it's not working anymore.? Yea they can tell us what to do. (OK, we 'checked' that box)? Maybe we will listen.? Maybe we will make some 'slight changes'.? But, when they say we should take our salespeople out of the field for a workshop or some cutting edge training that could really make a difference.? Are you nuts?? Do you know what it will cost us in lost revenue if we take them out of the field or off-line?? Time for a new consultant! What's wrong with this picture.? Probably everything.? Is it real?? Heck yea.?? Jake talked about a 'sales triage team'.? Cool idea. I think that is a great step.? Believe it or not, the people actually doing a job, do know ways to do the job better. Really!? Ask them.? Listen to them. Take their advice.? Implement their suggestions!? They want to be successful.? Oh, and it doesn't cost much.? Maybe a nice group lunch.? Get the momentum going. The benefit will be 'immeasurably awesome'? (if that is such a phrase)
Founder & President @ SoulPurposeCoaching by James A. Hoppner
5 年It boils down to how you convey the need to your staff and also the choice to include or exclude management. Zeroing In on staff specifically where they have the opportunity to grow through the experience can be beneficial. Transparency and equal footing for all employees top to bottom helps this investment show a return.
CEO @ Passetto | We Help CEOs Design, Build, and Optimize a Unified Pipeline Factory that Sustainably Scales to $100MM+ ARR
5 年All companies need to aim to eventually bring these capabilities in house, but working with an external partner can be super helpful to get them on the right track before making these big investments. Great post Jake
Leading High-Achievers to Shatter Ceilings, Amplify Impact, and Unlock Limitless Wealth & Freedom | Bestselling Author | Global Speaker
5 年Jake Dunlap?do you think they hate consulting or that they are resistant to change?? Every single organization in business today can benefit from outside participation.? We become blind and numb to the way "we have always done things".? #change?is a necessary component to growth and in today's global economy and fight for wallet share, those willing to listen and learn will leave the others in the dust!