As outsourcing and technology have become rapidly integrated into virtually every industry over the last decade, the opportunity for consulting firms in a variety of different niches has increased. Now more than ever, small and mid-size companies hire consultants to help them keep up with swiftly evolving regulations, environments, competition and technology. This continues to be a great opportunity for your consulting firm. The question is, however, are you organized to take advantage of it?
For specialized consulting firms to reach prospects, get opportunities to present their solutions, and deliver their services, firms must employ sales and marketing strategies that match current persona buying behaviors and their own human and financial resources.
While every consulting firm can be unique, here are the three most common sales models for consulting firms to consider:
- Partner Sales model
- Outsourced Sales model
- Specialist Sales model