Building a sales & marketing engine

Thursday 4 February 2027

In-person

Most consultancy pipelines are still built the same way they always have: on reputation, referrals and the founder’s own network. That gets a firm so far, but caps growth the moment the founder can’t personally carry the pipeline anymore.

Moving past that requires attracting attention beyond your own circle. By being recognised as the leader in your category, you’ll create more demand, by demonstrating measurable value you’ll convert more opportunities, and by building a structured sales cycle it will become repeatable. The average consultancy converts 1 in 3 opportunities, while the top 30% of consultancies are covnerting above 60%.* Getting these three things right will unlock that.

You’ll also hear a real-life member case study of the success achieved when bringing these elements together.

Measuring value, with TCGN member, Tim Beattie
Being able to consistently measure the value you create for clients is the precursor to pricing and selling on value rather than time. In this session, you’ll work through Tim’s proven framework in small groups, applying it directly to your own client work and leaving with a model that will enable you to charge more, while converting more opportunities.

Repositioning your firm: the Resonance Ladder, with Matt Hodkinson
Most firms pitch from the bottom rung: a label describing what they do, interchangeable with any competitor’s. You’ll move your own positioning up through naming the buyer’s problem, describing the exact moment they’re in, and stating the specific change only your firm creates, the point where a prospect stops categorising you with the other seventeen firms who said the same thing and starts demanding to work with you.

What’s behind pipeline problems, with Luke Badiali
Founder dependency, no designed sales engine, sales and marketing misalignment, reactive rather than proactive business development, and no commercial visibility or accountability. You’ll leave with a clear read on which of these is costing your firm the most and how to address it.

Member case study: how Ivy House built a brand and growth engine
From founder-led start-up to 20% year-on-year growth and a private equity acquisition. Ivy House will share what it actually took to move from being known by their network to being discoverable in the market: building a distinct brand, using SEO and AEO to get found, getting sales and marketing telling the same story, and becoming braver about who they turned away.

What you’ll get:

• A framework to measure the value you create for clients
• A live exercise to reposition how you sell your work
• A clear read on what’s holding your pipeline back
• A first-hand account of building a brand that got acquired
• Time with consultancy leaders facing the same problems

*The Consultancy Sales Maturity Assessment

Our speakers