Most consulting firms fail at sales, not expertise. One consultant went from winning one in twenty proposals to one in three by learning structured sales processes and practicing them consistently. The difference isn't skill. It's system.
Most consultants don't struggle because they lack skill. You've got 5 years of experience, 10 years of experience, 15+ years of experience in your domain. Most struggle because they lack a repeatable sales system. When I started, I was in the same boat. My win rate was roughly 1 in 20. Yes, 1 in 20. Out of 20 proposals, I would barely win one deal. And then through learning structure and discipline, that rate went from 1 in 20 to 1 in 3. That didn't happen overnight. It took me years to master the process, the discipline, the skills to be able to close 1 out of 3 deals. It happened because I learned how sales actually works and the reps that I did to get me there.
