How can consulting firms solve ‘the value problem’?

November 12, 2021

This is the question which Source Global Research discussed with Julian Wakeham, PwC’s EMEA Consulting Clients and Markets Leader in their latest podcast where they explored the value that consultants need to bring to their clients that persists long after the project has finished.

In today’s consulting landscape, clients want their consultants to create real, tangible, and measurable value. Value that lasts and delivers well beyond the completion of the project. Clients need to see that their spend on consulting services is generating a positive financial return on investment and, according to Source Global Research, any consulting firm that can define, measure, and ultimately create value is likely to find itself standing out in what is becoming an increasingly crowded market.

As discussed in the podcast, relationships are vital in delivering value and most clients want to work with firms that they have already worked with. When new relationships are being developed it is really important for the consulting firm to demonstrate they can deliver what they say they can do with proof points of a successful track record. As it can take time to build trust with new clients it is essential to make value a key component of the value conversation upfront and continue that dialogue through the course of the relationship to continue to strengthen the relationship.

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Rob Donnelly

Rob Donnelly

Global Analyst & Advisor Relations Leader, PwC US

Tel: +1 (917) 471 3355

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