Perceptions of Consulting in the US in 2017
Client Perceptions Programme 2017
By Fiona Czerniawska.
Lots of consulting firms get very excited by the proportion of their work that’s repeat business. Obviously, they say, it’s because we’ve done such a good piece of work that they keep asking us to come back and do more. And at a common-sense level that’s obviously true: no one would buy twice from a duff supplier. But firms shouldn’t lull themselves into a false sense of security.
Blog | 17th August 2017 | Read more
By Alison Huntington.
Youngme Moon’s book, Different: Escaping the Competitive Herd, came to mind when writing up our most recent research into clients’ perceptions of leading consulting firms in the US. In it, Moon makes the case that in trying to differentiate in so many ways—adding product here, bolting on something else there—companies have actually ended up doing the opposite. Instead of coming up with something truly different, they follow what others have done, and ultimately, end up looking more and more like the rest of the competition.
I think we’re seeing something similar in the US consulting market. Every year, we ask senior end-users of consulting to tell us about three firms that they either work with or know by reputation, asking them to rate firms for the quality of their work. What’s striking this year is just how little perceptions vary from firm to firm.
Blog | 6th June 2017 | Read more