From need to demand: Unlocking potential by giving clients what they want in the crisis
Clients will be busier than ever in the fallout from the coronavirus pandemic. In normal circumstances, this would be good news for consulting firms—clients with large amounts of change to effect usually equates to greater demand. However, our latest research has found that it’s not that straightforward, and need for support isn’t automatically translating into demand for consulting. In the midst of the pandemic, when budgets are generally highly constrained, clients want to use consultants differently, and there’s vast appetite among clients to use their own resources where they can. On top of this, clients are being extremely cautious about the firms that they do decide to work with.
Based on an extensive survey of senior buyers of consulting, this report explores the ways in which firms can overcome these barriers, and find growth in these challenging times.