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Client behaviour

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Can you cross-sell consulting services?

By ⋅ 28 March 2012 ⋅ Post a comment

It really is a billion dollar question. One of the most important strategic choices a consulting firm has to make is whether to specialise or diversify.  Conventionally, the decision has been driven by size (small firms specialise, big firms diversify): the point at a firm crosses from the first to the second signals its transition [...]

Consultants as bellwethers for the economy?

By ⋅ 24 February 2009 ⋅ Post a comment

There’s a common perception that consultants do well in a downturn.  Because they sell services rather than products, consulting firms are – the argument goes – better able to adapt what they do to, to fit changing economic circumstances.  Thus, in the good times, their focus is on growth and new markets; in bad times, [...]

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