18 Ways of Acquiring High-End Consulting Clients Part 1

The other day, horror of horrors, a guy was caught masturbating on the Skytrain, Vancouver's local train system connecting the surrounding municipalities with Vancouver.

And where were the Skytrain security guys when you needed them to take care of odd events?

Security people were busy inspecting tickets because the inspectors were... hell knows where.

So, everyone was busier than a one-legged man at an arse-kicking contest but doing the wrong thing.

The same is happening to client acquisition in many consulting firms.

While everyone is frantically running around like poisoned mice, trying to bring in more sales volume, a huge part of that sales volume is landed at a deep discount.

According to a RainToday study, over 60% of all consulting projects are landed at a discount.

Many consulting firms willingly offer give deep discounts but the sales volume must be brought in.

The problem is this.

Based on an old McKinsey study, every 1% sales volume increase can add as much as 3.2% to your profit. But every 1% of price increase can add as much as 11.1%.

Then why do so many consulting firms are chasing the 3.2% at the expense of the 11.1%?

Hell knows.

And this is what we discuss this month's euphorically stimulating episode of Commando Consulting, entitled, "18 Ways of Acquiring High-End Consulting Clients Part 1"