Events – The Consultancy Growth Network

Until further notice, all our events will be hosted online. Contact us for more information.

Webinar
4pm - 5pm
Thursday 28 January 2021

SALES SERIES: Enhance Your Value Proposition

Networking & Learning
4pm - 6pm
Thursday 11 February 2021

How to handle procurement

Webinar
4pm - 5pm
Thursday 25 February 2021

Is your people strategy up to the job?

Networking & Learning
4pm - 6pm
Thursday 4 March 2021

SALES SERIES: Love to pitch

Digital Roundtable
4pm - 5.30pm
Thursday 25 March 2021

Manufacturing sector referral workshop Members only

More info

Workshop
4pm - 5pm
Thursday 22 April 2021

SALES SERIES: How to ask for a referral and actually get one

Workshop
Thursday 29 April 2021

The equity growth wheel

Workshop
May 2021

Marketing: Performance positioning

Webinar
May 2021

How to realise / leverage your equity, inc. staff incentives

Webinar
May 2021

SALES SERIES: Improving your outreach process

Webinar
June 2021

The Consultancy Dashboard

Digital Roundtable
June 2021

Retail sector referral workshop *members only

Webinar
June 2021

Personal productivity tips

Workshop
July 2021

Employee engagement and retention

Webinar
July 2021

Marketing: Outstanding organic and pinpoint paid search

Digital Roundtable
August 2021

Pharma sector referral workshop *members only

Webinar
September 2021

Creating a coaching culture

Workshop
September 2021

Marketing: Accurate attribution

Webinar
October 2021

Knowledge Management and IP

Digital Roundtable
November 2021

Telecoms and technology sector referral workshop *members only

Webinar
November 2021

Improving delivery consistency through your team

SALES SERIES: Enhance Your Value Proposition

Register now

Thursday 28 January 2021

Webinar
4pm - 5pm

As consultants, we are sometimes too competent for our own good: we can solve whatever problem our client throws at us. As a result, we end up with a collection of competencies that we struggle to take to market, rather than a clearly defined value proposition for which we strive to become famous.

This workshop will provide you with a vehicle to assess your Unique Value Proposition, and identify key areas to work on to improve.

It will give you a methodology to re-consider your level of differentiation (or lack of) and provide examples of how your business can be transformed through crystal clarity of your proposition.

Register now

Speakers

Marc Jantzen

Founder, The Consultancy Growth Network

How to handle procurement

Register now

Thursday 11 February 2021

Networking & Learning
4pm - 6pm

A building block on route to creating a sustainable consulting business is winning bigger and bigger deals. It is much easier and typically more profitable to run fewer bigger deals than many smaller deals. Winning bigger deals often requires jumping over new hurdles and one of those hurdles is PROCUREMENT. We have created a rare opportunity to get inside the heads of typical procurement professionals.

Our speaker, Alan Gotto is a leading professional services procurement expert, chair of the Consulting Procurement Council and CPO at Constellia, the professional services spend management consultancy.

As a result of this session, members will be able to engage more effectively with procurement and navigate their processes to sell more, profitable work.

Included will be:

what procurement is – so that you know what you are dealing with
how to build a relationship with procurement – if you should
how to win competitive tenders – including drafting proposals, delivering presentations, handling rate negotiations, panel formations and reverse auctions.

Register now

Speakers

Alan Gotto

Chairman of the Consulting Procurement Council and CPO of Constellia

Is your people strategy up to the job?

Register now

Thursday 25 February 2021

Webinar
4pm - 5pm

Your approach to how you organise, resource, develop and motivate your team has a fundamental impact on business performance and growth. Caroline will talk through the critical components of a consulting business’s people strategy and enable you to self-evaluate your own approach, looking at:

the key factors that drive retention in consulting firms, and how well your business is doing against these
the essential tools and processes that you need to have in place, now and as you grow, to ensure you can attract and retain the right people for your business
the first crucial step that you should take to improve your people strategy.

Register now

Speakers

Caroline Boston

New Minds

SALES SERIES: Love to pitch

Register now

Thursday 4 March 2021

Networking & Learning
4pm - 6pm

Only 22% of buyers believe that people selling to them understand their issues and can articulate where they can help. As a result, 89% of buyers feel that sales meetings are a waste of time. *

In an increasingly crowded and competitive environment, our ability to pitch ourselves, our businesses and our ideas is critical to standing out.

In this session we will share key tips for how, as consulting business owners, you can ensure you have the confidence and capability to prompt your prospects and clients to move forward, with you, for mutual benefit.

*Global buyer study by Forrester

Register now

Speakers

Alan Morton

SBR Consulting

Manufacturing sector referral workshop Members only

Thursday 25 March 2021

Digital Roundtable
4pm - 5.30pm

Supporting our members to gain introductions to potential clients is a core part of The Consultancy Growth Network’s proposition. Our referrals workshops help members gain access to referrals from within the Network.

Our introduction methodology is simple and based on the ‘give to get’ principle. In order to benefit from getting introductions, members need to be open to giving them. Introductions are only made when both parties are fully comfortable that there is potential value to the end client, and those that give introductions receive introductions albeit not necessarily from the same person.

Referrals workshops are open to members of The Consultancy Growth Network only.

Speakers

SALES SERIES: How to ask for a referral and actually get one

Register now

Thursday 22 April 2021

Workshop
4pm - 5pm

Why are referrals so valuable? Three good reasons are:

they are more likely to convert than any other source of lead
they carry the lowest cost of sale than any other deal
your client is more likely to treat you like a partner leading to longer term engagements.

Despite the fact that on average 41% of consulting business revenue comes from referrals, the vast majority of consulting businesses do not have a documented, thought through referral strategy. This workshop will change that by:

sharing key learnings around both the processes you need to put in place and the mindset shift you need to create
based on a proven methodology, working with you to develop the specific language you need to use to maximise the return on your referral requests
creating an environment where participants will get the opportunity to make a referral request of fellow owners.

Register now

Speakers

Marc Jantzen

Thomas Coles

The equity growth wheel

Register now

Thursday 29 April 2021

Workshop

Through a real-time self-assessment exercise, this workshop will help you understand how to drive growth in the value of your business, and how those strengths will be viewed by a potential acquirer or investor.

Even if you are not currently considering a sale, looking at your business through the lens of an investor is a powerful exercise. It will help you identify areas to focus on that will support you in building a more sustainable, profitable business.

Register now

Agenda

Webinar
4pm
Thursday 10 December 2020

What is it like to be led by you?

Agenda

Webinar
4pm - 5pm
Thursday 3 December 2020

Make 2021 your best year yet

Agenda

Networking & Learning
4pm - 7pm
Thursday 12 November 2020

Leading a high performing
consulting business

Agenda

Webinar
4pm - 5pm
Thursday 5 November 2020

Leveraging team capability

Agenda

Networking & Learning
4pm - 7pm
Thursday 15 October 2020

The clues of success: insights from Consultancy Benchpress 2020

Webinar
4pm - 5pm
Thursday 1 October 2020

How to Handle an Approach
from a Potential Acquirer

Networking & Learning
4pm - 7pm
Thursday 17 September 2020

The problem with marketing
and how to solve it

Webinar
4pm
Thursday 3 September 2020

Optimising the balance of Employees and Associates in your team

Agenda

Networking & Learning
4pm
Monday 17 August 2020

Sales conversations with purpose Member only event

Agenda

Webinar
4pm
Thursday 13 August 2020

When David contracts with Goliath

Agenda

Webinar
12 noon
Thursday 16 July 2020

Who's buying who?
The market for consulting firms

Webinar
12 noon
Thursday 25 June 2020

The big 5 – legal considerations
for consultancies

Networking & Learning
6.45pm - 8.30pm
Thursday 4 June 2020

Structuring your business
for success

Webinar
June 2020

Improve cash flow and get
paid quicker

Agenda

Webinar
12 noon
Thursday 21 May 2020

How do you build your reputation
and drive inbound enquiries?

Webinar
12 noon
Thursday 14 May 2020

Why is it so hard
to hire great people?

Networking & Learning
9.30am - 3.15pm
Tuesday 21 April 2020

Building a sustainable, valuable
consulting business

Agenda

Webinar
12 noon
Thursday 2 April 2020

Digital tools - high impact, low cost technology for consulting businesses

Agenda

Stories and opportunities from the ‘Covid Storm’

Thursday 21 January 2021

Networking & Learning
4pm - 6pm

The global pandemic is affecting everyone. Some consultancies have been derailed by it. Others, however, have adapted to the new and ever-changing situation and managed to exploit the opportunities it has presented.

Learn from Eric Eskey, Managing Director of Strategyn, a leading US-based innovation consultancy and Stephen-Will Weir, one of our growth experts, as they talk you through a structured approach to innovation that creates value, serves customers and helps to grow your business. And experience collaboration in action and be inspired by how some of our members have made the most of the opportunities covid-19 has presented.

Speakers

Eric Eskey
Strategyn

Stephen-Will Weir
Growth Expert

What is it like to be led by you?

Thursday 10 December 2020

Webinar
4pm

Especially during times of turbulence, leadership is a differentiator on the battlefield.

Martin Coburn, leadership facilitator, director and coach, and founding director of Natural Direction, will explain the difference that you make in your business to your people and your clients. And encourage you to reflect on questions like: ‘What is it truly like to be on the receiving end of my leadership?’ and ‘When was the last time I really thought about my personal reputation?’.

Leading others begins with mastery over leading self. So as we go into the new year, Martin will provide a clear framework for you to think about your personal leadership and the areas where you can either improve or strengthen.

Speakers

Martin Coburn

Natural Direction

Make 2021 your best year yet

Thursday 3 December 2020

Webinar
4pm - 5pm

Peter Czapp, co-founder of The Consultancy Growth Network, explored how to make 2021 your best year yet. Peter took members through a planning framework that helped them:

Work out what success looks like for you in 2021
Score yourself in seven key areas of financial performance for a high-growth consulting business
Position your business so that you win more of the work you really want
Build a profit culture so that your whole team is engaged in increasing profitability
Work out what you need to measure to increase your chances of success

Taking the very latest benchmark data for consulting businesses, combined with case studies from businesses that are thriving right now, this session was a great opportunity to do some planning to ensure 2021 is your best year yet.

Speakers

Peter Czapp
The Wow Company

Leading a high performing
consulting business

Thursday 12 November 2020

Networking & Learning
4pm - 7pm

Dom Moorhouse explored how leaders best maximise their team’s collective motivation which, in turn, unlocks the full potential of your consulting business venture.

Based on his own practical firm-building experiences and the results of detailed empirical research, Dom explored what really motivates team members to deliver great work in support of your company brand build. He described a six-part (Team-to-Tribe) model that can be used as the basis for your own team-development plans, as well as revealed the most important equation a business leader need ever know.

Speakers

Dom Moorhouse
The Consultancy Growth Network

Leveraging team capability

Thursday 5 November 2020

Webinar
4pm - 5pm

Deri Hughes, founder of Honeycomb PS, explained what significant ROI you can achieve if you have a strategic, structured and systematic approach to accelerating the development of your team, and the key steps you should be taking to achieve maximum returns.

Attendees of Deri’s interactive webinar assessed themselves against best practice in areas such as how clear your team are of your expectations and how well these map to your strategy, and how consistently and effectively you provide developmental feedback.

Members learned how to:

define what your consultants need to be brilliant at to deliver your strategy
get really crisp on the expectations you have of your team, to give them clarity on what good looks like at your firm
implement the right systems, processes and training in order to help people to develop their skills as fast as they are able to.

Getting these three things right could as much as double your profit.

Speakers

Deri Hughes
Honeycomb PS

The clues of success: insights from Consultancy Benchpress 2020

Thursday 15 October 2020

Networking & Learning
4pm - 7pm

Peter Czapp, who has been benchmarking businesses for nearly ten years, shared the key insights from Consultancy BenchPress 2020, the first benchmarking survey for independent consulting firms.

Along with Marc Jantzen and his fellow Growth Experts, Peter delved into the data behind the key questions answered by over 100 consulting firms and offered actionable advice to those owners seeking to learn from the top-performing consultancies.

Members discovered what the top-performing consulting firms are doing in the following areas:

winning new business – the top 7 ways that consulting businesses win new business, including a method that may surprise you
day rates – day rates for all roles within a consulting firm and the margins and utilisation rates at each level
earnings – what consulting business owners earn, including what the top 10% take home

Speakers

Peter Czapp
WOW Accountants

Marc Jantzen
The Consultancy Growth Network

How to Handle an Approach
from a Potential Acquirer

Thursday 1 October 2020

Webinar
4pm - 5pm

Whilst you may not be considering a sale at this time, it is highly likely that you will be approached by a potential acquirer. The current market has its fair share of organisations looking for a good deal to boost their numbers quickly. How should you handle this to both maximise the opportunity it might present and minimise the time spent? This webinar covered the key “Dos” and “Don’ts”.

Speakers

Bruce Ramsay
Consulting M&A

The problem with marketing
and how to solve it

Thursday 17 September 2020

Networking & Learning
4pm - 7pm

Marketing is fundamental to the growth and development of your consulting business (you can’t rely on referrals forever), but it won’t work unless it is strategic and implemented effectively.

Matt Hodkinson, CEO of Influence Agents, shared what marketing activity will deliver the results your consultancy needs.

Matt explained the anatomy of an effective marketing strategy and took members through a 9 step process for developing a well-oiled marketing machine. This event was valuable to firms at every stage of growth.

Matt’s session was followed by an extended Q&A session and break out group discussion, in which advice from experts and individual stories covered topics including:

How should I prioritise my marketing investment?
How do I manage the relationship between sales, marketing and business development?
What role should I, as owner, play when it comes to marketing?
What marketing strategies have been successful for consulting businesses like mine?

Speakers

Matt Hodkinson
Influence Agents

Marc Jantzen
The Consultancy Growth Network

Ali El Moghraby
The Consultancy Growth Network

Optimising the balance of Employees and Associates in your team

Thursday 3 September 2020

Webinar
4pm

Caroline Boston of New Minds Resourcing and Growth Expert David Bailey hosted a webinar; ‘Optimising the balance of Employees and Associates in your team’.

Caroline and David focused discussion on:

– What are the options for achieving the right Employee : Associate model? How do these align with your strategic objectives?

– What are the advantages and risks of employing someone or engaging an associate? How can you mitigate the risks?

– What is best practice when it comes to building an Associate strategy? How do you execute that strategy?

– How should you differentiate from interim/bodyshop offerings when providing Associates on client engagements?

– What are the implications of IR35? Should you be seeking to transfer key Associates into permanent roles?

– How can you protect your IP when engaging Associates to work on your behalf/deliver your content?

Speakers

Caroline Boston
New Minds

David Bailey

Growth Expert

Sales conversations with purpose Member only event

Monday 17 August 2020

Networking & Learning
4pm

*Member only event*

Members will bring along specific challenges they are facing, be that about sales process, capability, mindset or challenges around specific deals.
As a group, we will share ideas and brainstorm solutions.
This will be a cohort of 10 members
It is a great opportunity to connect with fellow members and support each other (not just listen to us!)
David Bailey and Marc Jantzen will share some insights in response to the specific challenges

Speakers

Marc Jantzen

David Bailey

When David contracts with Goliath

Thursday 13 August 2020

Webinar
4pm

John Woodhouse of Wallace LLP and Marc Jantzen explored the key things to watch out for when contracting with large corporate clients.

John shared real case studies on how the client – consulting relationship can break down and some top tips on how to both avoid it and prepare for it.

A surprisingly high number of consulting business owners find themselves in a legal battle over deliverables at some point in their career.

It can be very expensive, incredibly distracting and hugely damaging to your business.

This webinar helped members avoid ever finding themselves in that situation.

Speakers

John Woodhouse
Wallace LLP

Who's buying who?
The market for consulting firms

Thursday 16 July 2020

Webinar
12 noon

Bruce Ramsay of Consulting M&A and Marc Jantzen presented an overview of:

Key trends in the M&A market, including deal values and deal structures
Who the serial buyers are and who are they hunting for (both trade and PE)
What looks attractive in a target firm

Speakers

Bruce Ramsay
Consulting M&A

The big 5 – legal considerations
for consultancies

Thursday 25 June 2020

Webinar
12 noon

Building your consulting business on a sound legal foundation means you’re better prepared for what lays ahead. Wherever you are on your growth journey.

John Woodhouse and Frank Jennings, partners at law firm Wallace LLP, hosted a free webinar the covered the five most relevant legal topics in 2020:

IR35 – how the new regime could be both an opportunity and a risk for your firm
Brexit – techniques for preparing for changes to your client and supplier relationships
Intellectual property – ways to determine the appropriate ownership, development, protection and exploitation of your IP
Enterprise Management Incentives – why and how to motivate your team with EMIs
Compliance – the regulations you can’t afford to ignore

Speakers

John Woodhouse
Partner, Wallace LLP

Frank Jennings
Partner, Wallace LLP

Structuring your business
for success

Thursday 4 June 2020

Networking & Learning
6.45pm - 8.30pm

Caroline Boston, Dom Moorhouse and Deri Hughes covered:

Optimise your organisational structure
Balance revenue generating staff and overheads
Establish a management team
Maximise the benefits of associates whilst mitigating the risk
What level of governance is right for now and in the future?
Where to build in-house capability, what to outsource

Our events are for owners of consulting business ONLY, turning over £500k to £20m. As a taster, non-members of The Consultancy Growth Network can watch one webinar or attend one event before choosing to join.

Speakers

Dom Moorhouse
The Consultancy Growth Network

Caroline Boston
New Minds

Deri Hughes
Honeycomb PS

Improve cash flow and get
paid quicker

June 2020

Webinar

Techniques to avoid both mounting debtors and difficult conversations with clients that can damage relationships

Speakers

Peter Czapp
Wow Accountants

How do you build your reputation
and drive inbound enquiries?

Thursday 21 May 2020

Webinar
12 noon

Marketing expert, Trevor Lambert presented a free webinar and focused on:

What good content looks like and what you should avoid
At least 8 touch points when you can use thought leadership to engage with target clients and get a better understanding of their challenges
A sure-fire way of securing quality media coverage for your content
The power of reciprocity and a counterintuitive way of getting target clients to register for more
How to avoid one of Google’s hidden traps that could scupper your PageRank.

Our events are for owners of consulting business ONLY, turning over £500k to £20m. As a taster, non-members of The Consultancy Growth Network can watch one webinar or attend one event before choosing to join.

Speakers

Trevor Lambert
Marketing Expert

Why is it so hard
to hire great people?

Thursday 14 May 2020

Webinar
12 noon

Caroline Boston of New Minds presented a free webinar, focused on:

The fundamental aspects to consider if you want to attract great candidates to your business
The key selection tools that you need to enable the right recruitment decisions
Common pitfalls when recruiting and practical tips for how to avoid them
Why now is exactly the time to address recruitment challenges and position your business for growth.

Speakers

Caroline Boston
New Minds

Building a sustainable, valuable
consulting business

Tuesday 21 April 2020

Networking & Learning
9.30am - 3.15pm

To reflect the unprecedented times we are in and the necessary remote nature of our conference, we have adjusted the timetable while still giving attendees the opportunity to take a step back and think longer term about their business. Topics we will be covering include:

The fundamental components of building a sustainable, valuable consulting business
Methods for driving value in your rate card
Personal considerations to ensure you last (and enjoy) the journey
How to use the 8 lever model to maximise equity value including case studies and a self-assessment tool

Speakers

Marc Jantzen
The Consultancy Growth Network

Dom Moorhouse
The Consultancy Growth Network

Bruce Ramsay
Consulting M&A

Digital tools - high impact, low cost technology for consulting businesses

Thursday 2 April 2020

Webinar
12 noon

Deri Hughes of Honeycomb PS presented a free webinar focused on:

Identifying which areas of your business would most benefit from some new technology
How to figure out the right tool for your specific needs
Get the most out of any tool you choose to implement
Hear recommendations on specific tools you can benefit from immediately

Speakers

Deri Hughes
Honeycomb PS

Upcoming Events & Webinars

Upcoming Events

Recent Events

The topics we cover

Get a taste

Until further notice, all our events will be hosted online. Contact us for more information.

SALES SERIES: Enhance Your Value Proposition

How to handle procurement

Is your people strategy up to the job?

SALES SERIES: Love to pitch

Manufacturing sector referral workshop *Members only*

SALES SERIES: How to ask for a referral and actually get one

The equity growth wheel

Marketing: Performance positioning

How to realise / leverage your equity, inc. staff incentives

SALES SERIES: Improving your outreach process

The Consultancy Dashboard

Retail sector referral workshop *members only

Personal productivity tips

Employee engagement and retention

Marketing: Outstanding organic and pinpoint paid search

Pharma sector referral workshop *members only

Creating a coaching culture

Marketing: Accurate attribution

Knowledge Management and IP

Telecoms and technology sector referral workshop *members only

Improving delivery consistency through your team

SALES SERIES: Enhance Your Value Proposition

Thursday 28 January 2021

How to handle procurement

Thursday 11 February 2021

Is your people strategy up to the job?

Thursday 25 February 2021

SALES SERIES: Love to pitch

Thursday 4 March 2021

Manufacturing sector referral workshop *Members only*

Thursday 25 March 2021

SALES SERIES: How to ask for a referral and actually get one

Thursday 22 April 2021

The equity growth wheel

Thursday 29 April 2021

Marketing: Performance positioning

May 2021

How to realise / leverage your equity, inc. staff incentives

May 2021

SALES SERIES: Improving your outreach process

May 2021

The Consultancy Dashboard

June 2021

Retail sector referral workshop *members only

June 2021

Personal productivity tips

June 2021

Employee engagement and retention

July 2021

Marketing: Outstanding organic and pinpoint paid search

July 2021

Pharma sector referral workshop *members only

August 2021

Creating a coaching culture

September 2021

Marketing: Accurate attribution

September 2021

Knowledge Management and IP

October 2021

Telecoms and technology sector referral workshop *members only

November 2021

Improving delivery consistency through your team

November 2021

Stories and opportunities from the ‘Covid Storm’

What is it like to be led by you?

Make 2021 your best year yet

Leading a high performing consulting business

Leveraging team capability

The clues of success: insights from Consultancy Benchpress 2020

How to Handle an Approachfrom a Potential Acquirer

The problem with marketing and how to solve it

Optimising the balance of Employees and Associates in your team

Sales conversations with purpose *Member only event*

When David contracts with Goliath

Manufacturing sector referral workshop Members only

Manufacturing sector referral workshop Members only

Leading a high performing
consulting business

How to Handle an Approach
from a Potential Acquirer

The problem with marketing
and how to solve it

Sales conversations with purpose Member only event

Who's buying who?
The market for consulting firms

The big 5 – legal considerations
for consultancies

Structuring your business
for success

Improve cash flow and get
paid quicker

How do you build your reputation
and drive inbound enquiries?

Why is it so hard
to hire great people?

Building a sustainable, valuable
consulting business

Leading a high performing
consulting business

How to Handle an Approach
from a Potential Acquirer

The problem with marketing
and how to solve it

Sales conversations with purpose Member only event

Who's buying who?
The market for consulting firms

The big 5 – legal considerations
for consultancies

Structuring your business
for success

Improve cash flow and get
paid quicker

How do you build your reputation
and drive inbound enquiries?

Why is it so hard
to hire great people?

Building a sustainable, valuable
consulting business