73: From Projects to Partnerships: Creating a Profitable Client Journey in Consulting

I recently ran a poll on the average length of a consulting engagement.Here’s what I found:👉 57% of consultants said 8 months or less👉 78% said 12 months or lessOn the surface, that sounds fine. But the most of these projects are one-and-done. And in consulting, the real profits come not at the start of a client relationship, but towards the back end.Research by Fred Reichheld (creator of the Net Promoter Score) with Bain & Company showed that even a modest 5% increase in client retention can raise profits by 25% to 95%.So if your engagements end after 8 - 12 months, imagine how much profitability you’re leaving on the table.That’s profit that could mean:✅ Hiring a great team to deliver engagements✅ Bringing on a COO to free up your time✅ Funding your children’s education✅ Taking bigger, longer vacations without stress✅ Selling your firm at a higher multipleShort-term engagements cut all of that off. They force you back on the treadmill of constantly finding new clients instead of compounding value with the ones you already have.So how do you fix this?The answer is to design an effective client journey.A client journey that’s rooted in a strong point of view, positioned as the solution to a large, costly, and urgent problem - and structured in a way that keeps clients with you for the long term.True consulting success doesn’t come from stacking up short projects. It comes from building long-term client relationships that grow in value over time.That’s exactly what we’ll explore in the next Consulting Growth Hour: how to design a client journey that turns short-term wins into long-term profitability.If you want your consulting business to generate consistent cash flow, sustainable growth, and real freedom - join us live.

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