Consulting Pricing Benchmark – Strategic Insights 2020

Spending EUR 4.000 or more per day on a single resource seems ridiculously expensive. However, such price tags are common among professional services firms (PSFs) and especially in Management Consulting. One might easily question the justification for such rates. Such critics are nourished by a certain opaqueness of the market structure and pricing methodologies of…

A field guide to the lonely journey of your internal clients when it comes to professional services contracts

Have you ever tried to understand your internal stakeholders and the dynamics behind opaque decision-making processes in complex organizations as a procurement professional? I bet you did. Let’s shine some light on common situations and behaviors. Even today, the vendor selection for Professional Services engagements often takes place behind the scenes. Procurement professionals are often-times…

A curious journey: Engagement & design thinking for professional services firms in the age of platforms

The longevity of the traditional playbook for sales and marketing in professional services should be questioned for a number of reasons – one of them being „platforms“. Over the past decade, we have seen various digital platforms or marketplaces emerging. They are not just a temporary trend, but have instead matured over the years and…