Let’s face it—when it comes to growing your consultancy, the advice out there can feel overwhelming. Networking, branding, productising, pricing—where do you even start?

Here’s the truth: there’s no one-size-fits-all strategy, but there is a best-fit approach for your consultancy. Let’s find it together.

What matters most in choosing a growth strategy?

Before jumping into the strategies, take a moment to ask yourself these key questions:

1️⃣ Who are your ideal clients? What motivates them—relationships, results, or price?

2️⃣ What makes your consultancy unique? Are you known for your connections, innovative solutions, or something else?

3️⃣ What are your growth goals? Are you aiming for quick wins, steady growth, or long-term impact?

These answers will guide you toward the strategy (or strategies) that will work best for your consultancy.

The 5 growth strategies for consultancies

1️⃣ Personality-led: Build a brand clients' trust

What it is: Make your consultancy stand out by leaning into the values and personality of a key figurehead—or your entire brand. Think Richard Branson with Virgin, where the face of the business builds trust and amplifies the brand.

Who it’s for: Consultancies with a strong personal brand or want to build one.

Pros:

✅ Builds deep trust with clients.

✅ Can establish your consultancy as a market leader.

✅ Highest transfer value.

Cons:

⏳ Requires consistent effort and visibility.

📈 A medium-to-long-term play.

💡 Best for consultancies aiming for high brand equity and personal connection.

2️⃣ People-led: Leverage your network

What it is: Rely on the power of relationships to generate consistent business through referrals and connections. It is great when the key people within the consultancy, such as partners or senior leaders, have strong networks. 

Who it’s for: Partner-based consultancies and those heavily reliant on referrals.

Pros:

✅ Simple to execute with existing networks.

✅ Can deliver quick results.

Cons:

🚫 High dependence on individuals.

📉 Lower transfer value if people leave.

💡 Best for consultancies that want quick wins and have strong networks.

3️⃣ Price-led

What it is: Competing on price can be a risky game, but it can work if you have a strategic edge. If you choose this strategy, you’ll need a clear approach to avoid thin margins eating your profits.

Who it’s for: Consultancies in highly competitive markets willing to take risks for volume.

Pros:

✅ Opportunity to capture significant market share.

Cons:

🚨 Risk of a “race to the bottom.”

💸 Thin margins and high investment are needed.

💡 Only recommended with a clear differentiation strategy and strong financial planning.

4️⃣ Product-led

What it is: Transforming your services into a productised offering that leads your growth efforts.

Who it’s for: Consultancies looking for scalable, repeatable growth models.

Pros:

✅ Highly scalable.

✅ Builds equity in the product for potential transfer or sale.

Cons:

📋 Requires discipline and investment to productise.

👀 Open to competition without adequate protections.

💡 Best for consultancies focused on long-term scalability and innovation.

5️⃣ Performance-led

What it is: Tie your revenue to client outcomes and let your results speak for themselves. No-win, no-fee models are bold but require confidence in your ability to deliver and careful client selection. You can balance this with a minimum fee that covers your costs and a performance element where you make your real money.

Who it’s for: Consultancies confident in their ability to deliver measurable results in manageable time frames.

Pros:

✅ Attracts risk-averse clients.

✅ Can create strong client loyalty.

Cons:

📆 Long time-to-value can strain cash flow.

📊 Requires careful qualification of clients and opportunities.

💡 Best for consultancies delivering direct financial impact with short time-to-value.

Which strategy should you choose?

You don’t have to pick just one. In fact, the most successful consultancies often combine strategies to meet their goals.

Here’s what I recommend for most consultancies:

• Start with a product-led strategy to scale your services effectively and create a repeatable growth engine.

• Pair it with a personality-led approach to build trust, credibility, and long-term brand equity.

This combination delivers short-term wins while setting the foundation for sustainable, scalable growth. Adjust as your consultancy evolves to keep moving toward your goals.

Ready to build your growth strategy?

No matter which strategy you choose, success starts with a system for consistently generating leads.

My Ready-To-Buy Playbook is your step-by-step guide to attracting the ideal clients your consultancy needs—whether you’re scaling with a product-led approach or building a trusted personal brand.

👉 Download your free copy here to get started.

Choosing the right growth strategy doesn’t have to feel overwhelming. With a clear focus and the right tools, you can take control of your consultancy’s growth—starting today.