Why the presales cost for consulting firms is growing (And how to fix it)

Are your presales costs growing year on year? Chances are they are. And chances are I know why.

Are you feeling the pressure from clients to deliver more value, earlier in the relationship? And let's not forget about the increased competition from companies moving in all directions. To stand out and make a lasting impression, effective differentiation is key. But with complex offerings, presales costs can skyrocket and put a strain on margins.

As Charles discusses in the video above, the winning consulting companies have got this covered. By making sure their past references, expertise and client cases are easily accessible to everyone in the company, clients will see them as the trusted advisors they need. They also have processes in place to ensure the quality of their content is top-notch, making sure only the most relevant and up-to-date information is being shared with clients.

And the best part? These companies are reusing existing building blocks, drawing inspiration from past experiences, and even starting to draft 80% of each new proposal. This leads to lower presales costs, a more scalable proposal process, and actually increased efficiency as they grow. And as a bonus they're able to offload senior consultants and architects from the proposal process, increasing their margins without sacrificing speed or quality.

So don't let the competition get the best of you.

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December 2022