Playbook
How to choose a consulting niche by stating what you are not
Publishing a point of view before you have a company, and finding out within two weeks whether anyone competent disagrees.
In development
Join the waitlistPlaybooks for pricing, running and selling a consulting or agency business
Fourteen playbooks, each carrying the method behind one decision I had to make: the criteria, the sequence, the arithmetic on the page and the failure modes. Every one ships with a worksheet or a tool you can run on your own numbers. Written for consultancies, agencies, managed services and professional services firms.
Playbook
Customer discovery questions for a new consulting business
The cheapest market research a founder can run: ten questions, ten conversations, and a ranked list of what actually hurts.
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How to build a consulting rate card with no billing history
How to set a defensible published rate card with no billing history, instead of one guessed day rate you spend two years defending.
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Consulting pricing strategy: paid discovery, then a P&L per phase
Price a paid diagnosis worth buying on its own, then run a separate profit and loss per phase so a profitable engagement cannot hide an unprofitable phase.
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How to count recurring revenue in a services business, four ways
The same business reads as a different company depending on the numerator. Four readings from one ledger, and the spread between them.
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MSP pricing model: price managed services per application
When your fee is a proxy for the customer’s spend, you get paid more when they do worse. How to price per unit of responsibility, with a fee designed to fall.
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Revenue per billable person: where a consultancy's money leaks
One number that reconciles from the board pack down to a single team, a target set from your own cost base, and the four places the money leaks.
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One-page KPI scorecard for a consultancy or agency board pack
Three fixed headers and a grid, one page per unit, and a management meeting you can actually run from it.
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How to evaluate a vendor partner programme for a consultancy
A partner badge is a marketing asset with a cost measured in billable days. The four numbers that say whether a partnership is real.
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Pipeline coverage ratio and the cash cliff in a services business
Separate your sustainable ceiling from your best month, and read your pipeline as two questions instead of one reassuring percentage.
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How to cut costs in a consulting business, in the right order
What comes out of the cost base, in what order, with a written protect list and written restoration conditions before a single decision is announced.
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How to narrow a consulting firm's services with a stop-doing list
A stop-doing register that classifies every service, customer category and internal programme, ordered by standing cost released rather than revenue lost.
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How to write a three year plan for a consulting business
Asked for a three year plan and about to write an ambition instead: a dated future announcement, an FAQ, and a review structured so it can produce a no.
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How to read an acquisition offer for your services business
The first twenty four hours of a cold approach, the ladder from headline down to money that actually moves, and how to price anything deferred.
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Help shape the playbook.
Join the waitlist and you’ll hear first when it launches, and help decide what goes in it. One email, nothing else.