Defining The High-Performing Consulting Firm

This article was last updated on 28 February 2025.

“If you knew a way to become a high-performing consultancy, would you adopt it?” This is the first thing prospects see when they come across our website.

For years, I’ve been obsessed with uncovering and documenting what makes consulting firms truly high-performing.

However, what is a high-performing consulting firm based on my observations from the trenches? 

I decided to address this question after a call with a prospect a few weeks ago – a founder and managing partner of a consultancy. “Luk, I know you focus on helping consultancies become high-performing, but I think we’re already there. We just need an outside perspective on a new service we plan to launch.”

Sure, no problem. I can do that. I’ve acted as an independent outside party to provide an objective opinion on requests like this dozens of times. It's a piece of cake, I thought.

Boy, was I wrong!

The next step was to set up a discovery process where I would first gain a deeper understanding of what the consultancy does, how it does it, what problems it solves, who it caters to, and what the unique selling points are. This foundational information was crucial for me to be able to advise on the new service launch.

Unfortunately, once I started digging, I discovered that ‘high-performing’ was used interchangeably with ‘overworked’, ‘overextended’, and ‘aggressively yet unsustainably growing’.

None of the criteria that I typically use to determine a consultancy's level of performance were met to qualify it for the ‘high-performing’ status.

That’s why, in this post, I’d like to clarify what I mean by high-performing consulting firms and what, in my opinion, doesn’t cut it. 

What is a high-performing consultancy?

While I've noticed about a dozen characteristics high-performing consultancies share, I can narrow them down to four large categories. Now, this is not based on scientific research or data analysis. Instead, it’s based on my observations working in the trenches of consulting for many years.

1. Clients seek them out - attract instead of chase
2. Long-term client relationships - programmatic client development
3. High gross margins - the flow-through effect
4. Attracting and retaining top consulting talent

Let’s go over these one by one.

#1. Clients seek them out - attract instead of chase

The first indicator that signals that a consultancy is a high-performing one is how it acquires its clients. Such consultancies don’t waste time chasing clients. The majority of new business revenue comes from inbound inquiries. Their reputation and reach – built on a clear, compelling, and outcome-driven value proposition – draw the right clients to them. They are considered as ‘The Reference’, the go-to consultancy in a particular expertise domain.

This allows the consultancy to achieve the following:

• Charge premium fees: Clients are typically happy to pay the fees because of the tangible, accurately predicted value that the consultancy can deliver
  
  
• Fuel growth: These consulting firms typically rely on existing clients to generate most of their revenue and keep new client acquisitions to fuel growth. They have a healthy pipeline of work and leave around 30% of revenue to be filled with projects for new clients.
  
  
• Work with “ideal” clients: When client acquisition is inbound, consultancies can afford to be picky about who they work with, allowing them to fill their pipeline with their “ideal” clients.
  
  
• Have higher win rates: The ability to turn client acquisition into a primarily inbound activity means the consultancy offers high-value results, which makes outbound client acquisition that much stronger.
  
  
• Lower client acquisition costs (CAC): Three out of four inbound marketing mediums cost less than any other outbound marketing tactic. Additionally, inbound marketing costs tend to decrease over time as consultancies build up a catalogue of knowledge that they revisit, update, and build upon.
  
  
• Turn clients into long-term contracts: High-performing consultancies strive to develop meaningful, value-based relationships with their clients through strategic key account management.

Recommended reading: Adopting the Buyer’s Lens to Improve Consultancy Performance

#2. Long-term client relationships - programmatic client development

High-performing consultancies never hit 'The Project Wall' – completing one-off, smaller projects requires constantly competing for new clients. Instead, they retain and develop existing clients over an extended period using programmatic client success journey design – intentional, repeatable playbooks for client success journeys that enable them to deepen relationships and ensure long-term impact.

Here are a few examples of client success journeys I’ve worked on in the past.

1. Strategic client roadmap: Developed in the early stages of the new client project, often the output of an initial discovery service (e.g., a feasibility study). It's a ‘client success architecture’ in a way. It encompasses all project details, including the long-term journey to client/project success.
   
   
2. Key milestone design: Instead of focusing on all the project details (from the previous Client Roadmap), high-performing consulting firms concentrate on co-identifying (co-creation with the client) pivotal client success moments to track client development and activate interventions at crucial points in the engagement.
   
   
3. Change adoption journey: This structured framework focuses on helping clients embed and sustain the outcomes of the initial consultancy project. This client success journey also involves assessing change readiness (pre-project), mapping out key adoption milestones, developing regular metrics and feedback loops to measure adoption progress, and designing specific interventions to reinforce new behaviours or systems.
   
   
4. Hybrid journey: Some combination of all the previously mentioned journeys. 

The outcomes of such dedication to programmatic client development and retention are typically the following:

• Revenue stability: About 70% of the revenue comes from existing clients, creating a stable revenue foundation. There is no ‘hustle mode’ to chase new clients, and there is no constant stress over cash flow.
  
  
• Balanced corporate culture: Revenue stability and pipeline predictability mean that employees – consulting teams and their leaders – work in a healthy culture where they are not underutilised or overextended at any point. It’s a balanced pace where every team member knows the expectations and what tomorrow will bring.
  
  
• Expertise depth: Continuity in client work also allows high-performing consultancies to discover typical client journeys over a more extended period, continuously deepening their expertise, which only increases the value of their work over time.

Recommended reading: The Best Consulting Pitch I’ve Ever Seen

#3. High gross margins - the flow-through effect

I’ve seen such stark differences between high-performing and average consultancies that I sometimes couldn’t believe they cater to the same audience!

The industry average for gross margins seems to be around 20-30%. High-performing consulting firms, on the other hand, are able to achieve exceptional profitability, with gross margins often exceeding 50%. I’ve worked with consultancies with >60-70% gross margins consistently! 

These consultancies can achieve such outstanding results because:

• Developing existing clients is far more profitable;
• They sell their services at premium pricing because of their differentiating expertise and signature methodology (and don't get challenged);
• They foster a narrow focus and specialisation, leading to a high degree of repetition of similar projects, standardisation of methodology/process, and low variability of outcomes—all of which lead to high efficiency and productivity, optimised operational costs, and more accessible training of new consultants.

High-performing consultancies don’t just work hard; they work smart, focusing on high-value engagements that reflect their expertise.

#4. Attracting and retaining top consulting talent

Consulting is a people business. People are the main asset and a crucial contributor to success. Because of their strong client value propositions, use cases, and outcome-driven testimonials, high-performing consulting firms don’t just attract clients, they also attract the best talent in the market. Senior consultants and specialists are drawn to firms with a clear vision, proven methodologies, and a reputation for excellence.

Consultancies compete in two markets: the client market and the employee market. These two are directly linked. I’ve observed on numerous occasions that when a consultancy struggles in one market, the other one suffers. The inability to recruit top talent will impact the quality of client results. Similarly, the failure to recruit the “ideal” clients and the inability to build a predictable pipeline of work and revenue results in high turnovers, poor reputation among job seekers, and poor recruitment results.

What a high-performing consultancy is NOT

Now that I have covered the foundational elements that make a consultancy high-performing, I’d like to address some common misconceptions about the concept.

• Revenue growth is not a reliable indicator of high performance. While revenue growth can indeed be observed in high-performing consulting firms, this indicator on its own means nothing. Growing at an unsustainable rate, doing so by overextending employees, increasing costs at the same or higher rate as revenue growth, and growing revenue at the expense of profits are all indicators of a consultancy that is going to implode. It’s just a matter of time.
  
  
• High variability of services is usually an indicator of a low-performing consultancy. When I see a smaller consultancy offering a buffet of services to multiple audiences, I already know that their profit margins are low (potentially non-existent), and the consultancy is overextended. It’s unable to deliver value past superficial levels, which means it’s not getting paid premium fees, which, in turn, means it always has to hustle to recruit new clients.
  
  
• The ability to recruit new clients to cover more than 40% of revenue is not high-performing behaviour. I’ve talked to consultancy owners who were proud of the fact that they had no problem acquiring new clients. However, they were not able or willing to develop that relationship into long-term client engagements. Instead, most of the revenue was dependent on client recruitment. Unfortunately, that indicates service design flaws and a lack of business maturity.
  
  
• Predominantly outbound client acquisition is not an indicator of a high-performing consultancy, no matter how successful. I don’t care how good consultants and consulting leaders/owners are at soliciting business if they do so through outbound methods. This method is simply too costly. The time of consultants with deep expertise is too valuable to be spent on sending prospecting emails, doing cold calls, and putting together sales pitches and customised proposals.

Recommended reading: The Biggest Mistakes Consulting Firms Made in 2024

In conclusion

Achieving the status of a high-performing consultancy is about more than just impressive revenue growth or a broad range of services. It involves a strategic focus on inbound client acquisition, retaining and developing existing clients, and maintaining high gross margins. None of this happens overnight and requires intentional design.

High-performing consulting firms create a sustainable and profitable business model by specialising and honing their expertise. They build strong, long-term client relationships, ensure stable revenue streams, and foster a healthy work environment where employees can thrive without being overextended. 

This allows consultancies to deliver exceptional value consistently, justifying premium fees and fueling continued growth. 

Such firms don’t struggle recruiting consultants – top talent wants to work for these businesses. 

Consultancies that are still chasing clients, struggling to retain them, and operating on thin margins still have a way to go.

It's time to rethink their strategy, redefine their value proposition, and stop playing small with one-off projects at low/average pricing and no chance to develop a repeatable methodology, and instead invest in the expertise, reputation, and visibility.

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