| Just what are these small start-up consultancies doing right? |
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| | If we picture ourselves
in the year 2010,
looking back on the last
decade of developments
in the consulting
market, there are a
number of trends that
are bound to stand out.
Major rebrandings, the
split of accounting /
consulting businesses
and the the ferocious
M&A activity in the
sector are all likely to
be looked upon as major
changes that transformed
the sector.
But arguably no
change will be more
dramatic than the rise
of small start-up
consultancies.
As February's edition
of Consulting Times
revealed, there are
dozens of consulting
businesses that have
sprung up in the last 3
years - and many of them
are really making a mark
and winning contracts at | |
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"(We've achieved
that) By doing what our
clients call 'real
stuff' from Day 1,
making a fast & positive
difference to their
business, at both the
top- & bottom-line."
"We focus exclusively
on consumer markets,
where companies are
feeling pressurised by
their retail customers,
with up to 40% of
revenue now being spent
on trading terms &
promotions, & funds for
innovation & marketing
being squeezed"
"We come in & both
help our clients spend
their money more wisely
with their customers, &
also identify immediate
cost savings which they
can either use to create
new business or boost
their profit line"
This approach has
allowed Commercial
Advantage to build up a | |
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| | client list that
includes 3 of the top 6
global consumer products
companies and they find
themselves very much
in-demand at industry
conferences and
regularly quoted in
industry journals like
'The Grocer'.
Looking forward,
Commercial Advantage are
expecting another year
of strong growth. Bocci
commented:
"We expect to triple
in size over this year
as a whole. With fifteen
people now, we're
looking for ten more
immediately, covering
both commercial experts
& commercially-minded
project managers to meet
client demand."
Their story echoes
that of public sector
consultancy specialists
Avail. In their first
year they too grew from
the two founders - | |
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| | Martin Wilson and Robert
Garner - to twenty five
consultants and won many
prestigious client
contracts with the likes
of the Department of
Health, the Metropolitan
Police Service, the
Foreign & Commonwealth
Office and GCHQ. Public
sector clients too seem
to value the different
service offering of a
smaller niche firm.
Returning to our
opening question - Just
what are these small
start-up consultancies
doing right? - no-one
really seems to know. Is
it that these firms
bring the best out of
their employees? Is it
that they show more
hunger when dealing with
clients? Is it that
niche focus gives them
an added credibility?
Perhaps looking back in
2010 we'll have the
answer...
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| | the expense of many of
the best-known
consulting brands. So
just what are these
small start-up
consultancies doing
right?
Commercial Advantage
Consulting is one of the
firms to have featured
in the Consulting Times
league table of
fast-growing start-ups.
When asked what's making
them one of the most
talked about
consultancies in the
consumer goods market,
CEO Aidan Bocci revealed
it's the niche focus
that's appealing to
clients:
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