Are You A Tradesperson Who Installs Or A Consultant Who Implements?

Over the years many consulting firms have deviated from the traditional collaborative-implementation-based consulting model to the prescriptive-installation-based subcontracting model.

Using commissioned salespeople, they have started selling pre-fabricated off-the-shelf solutions that are to be installed by armies of competitively priced young MBAs freshly out of school.

And the result, as a per an old McKinsey study, is that 75% of solutions don’t return a profit to the selling company, and 50% of solutions don’t deliver the value that buyers have expected, bought and paid for.

And saying that consulting has lost its former prestige is a gross understatement. Even when they get hired, many clients treat consultants as hired hands, and consultants can expect roughly as much respect as a skunk at a lawn party.

But there is a way to turn the situation around...

And this is what we discuss in this month's notoriously judicious episode of Commando Consulting, entitled, “Are You A Tradesperson Who Installs Or A Consultant Who Implements?”.

Enjoy!