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Tips: Changing Buying Behavior

How clients buy consulting services and what it means for consulting companies


The forces of demand and supply are also applying to the consulting market: Client demand determines services and prices of professional services providers. Early signs of changing demand include increasingly sophisticated buyers of consulting services...


Client organizations are watching their professional services costs, their growing sophistication leads clients to disaggregate consulting services, reducing their reliance on solution-shop providers.

Triggers of this shift are many, for example:

  • Global markets & expertise
  • Broad & diverse specialization of consulting services
  • Value of consulting, not prices count
  • Flexibility of consulting services and roles.



Consulting firms of the future will differ from what they are now. Learn about the signs of (disruptive) changes in the consulting industry and how consulting firms have to position themselves in the market to meet changing demand of their clients.


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