Three years of flat revenue. A different way to sell expertise.

What the business needed.

This 12-person fintech compliance consultancy had remained at roughly €3.2M revenue for three years. Senior consultants delivered bespoke work by the hour, and clients often left after one assignment. The firm had expertise to offer, but little structure to help a buyer understand where to start or what should follow.

Where progress was getting stuck.

For a regulated business facing a difficult decision, an open-ended commitment to consulting hours was hard to assess. The offer also tied the consultancy’s commercial capacity to the people it could staff. A clearer sequence could help a client buy an initial answer and understand the work needed afterward.

How I helped.

• I designed a fixed-price regulatory-readiness diagnostic, giving a prospective client a defined first engagement.
• I connected the findings to a scoped remediation project and an ongoing advisory retainer, so the next decision was easier to understand.
• I rewrote the positioning around the buyer’s decision and set a supporting thought-leadership direction.

What changed for the business.

Revenue per client roughly doubled, and around 40% of revenue moved through the productized offer structure. After the three-year plateau, the firm resumed growth with a clearer way for clients to start, commission the next piece of work and continue the relationship.

Where I took responsibility.

I led the offer architecture and positioning: what the initial diagnostic should do, how its findings led to further work and how the ongoing advisory relationship was presented. I directed the commercial changes; the consultancy’s specialists remained responsible for delivering its compliance work.

Could this help your business?

If clients value your expertise but struggle to buy it, the way you package the work deserves attention. I can help you give them a clear starting point and a useful next step while keeping the scope and value of your expertise understandable.