Consulting Firm
Closed fewer deals. Doubled annual revenue.
Fewer clients, better positioning, and higher-value engagements produced stronger growth.
Revenue
Margin
Engagement length
Close rate
The problem
The firm accepted nearly every type of client engagement. Manufacturing, retail, logistics, healthcare everything was treated as an opportunity.
The pipeline stayed full, but projects lacked consistency and profitability.
The real bottleneck
The issue wasn’t lead generation. It was positioning.
The firm had become impossible to categorize, making referrals weak and sales conversations overly complicated.
Not a pipeline problem. A specialization problem.
"When everyone is a potential client, nobody feels like the ideal client."
What we changed
Narrowed positioning to supply-chain optimization for enterprise retail brands
Removed custom proposal structures
Introduced a standardized advisory framework
Increased minimum engagement size from $30K to $90K
Shifted outbound messaging toward operational efficiency outcomes
The outcome
Revenue increased from $1.8M to $5.2M over eleven months. Close rates improved dramatically while the team handled fewer total projects.
Daniel now spends more time on strategy than sales.
