But we think it is worth thinking about the choices you have to:
There are typically three ways to do this:
There are pros and cons of each approach and provided they are deployed correctly, you will be successful. The point I am making here is that option three is often overlooked.
I found the following resources from others who make the same argument.
These are worth reading and make some of my points for me really.
When we work in the automotive sector, we sometimes work with other small consultancies, primarily Atonic4 (and its constituent parts). We also work on an associate basis with some others. The foundation of each collaboration is a set of shared values. We have worked with each other for years and so have a bond of trust.
Well, it means we can put together teams of experienced consultants who have ‘been there, done it, got the t-shirt’, but will work together really well with each other. As important, they will work well with customer teams too.
Since each project ‘is what we do’, and not a means to a bigger job, we depend on repeat business and referrals. We have low overheads and no need to ‘land and expand’. And we work in niches.
Well it means that we deliver ‘premium’ consultants for ‘volume’ prices. It means, in the case of automotive, that we know the vertical, the horizontal, the channels – for instance:
We know the detail. We know how it all bolts together.
Well, for example, let’s take Agency (or Direct Sales, to give it a more understandable name). The strategies are being driven by the OEM, some of whom have used the big consultancies to create regional or global blueprints.
The blueprints will have been developed to help the OEM roll out Agency across its chosen markets consistently. However, we believe that is really only the starting point. Each market must tailor the customer journey, processes, systems and so on to meet the local requirements of its fleet and retail customers, its retailers and its supply chain.
We think we do this in a way that is:
And while I have used the example of our automotive work, the same principles apply to projects we deliver in other sectors.
If you like what you hear, then give us a shout.