MANY CONSULTING FIRMS focus on delivering a scalable, repeatable process to client firms, regardless of differences among clients.
Their primary purpose is to achieve economies of scale for the consultant. In order to maximize profit, consultants typically:
Minimize time spent by senior partners
Maximize time spent by junior consultants
Offer pre-packaged solutions presented as a customized solutions
That approach can make sense if the client needs include:
Extensive third-party support for analytics
Labor intensive projects
Outsourcing key functions
Specific subject-matter expertise
HOWEVER, the traditional approach breaks down if the real client need is true strategic thinking. Because differentiation is the essence of strategy, a pre-packaged solution is antithetical to truly effective strategy development. In our view, there is no substitute for a hands-on approach.
Our practice emphasizes a client-centered approach to strategy development built upon the following principles:
We are flexible and responsive to our client needs and changing market and competitive conditions
We act as facilitators of the strategy process, but recognize that senior management must “own” the process
- We emphasize open and clear communications throughout the process