One of the things that comes up when we talk with directors and managers in consulting firms is that they are not getting as much work from existing clients as they think they could.
Sometimes they call it ‘leaving money on the table’.
It’s money that would feed the bottom line with minimal selling costs and help to fund the growth of the business.
They’ve got consultants embedded with clients, so the opportunities to develop business are there, so what is going wrong?
In this video Takuya and Malcolm discuss why it happens and what you can do about it.
Let us know if the approach described might be of interest to you.
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