We ask questions, we listen and we challenge the status quo – respectfully
Clients tell us that they value this trait,
above everything else
While there will always be edge cases, there are three core reasons that you would likely want to consider
OnePitch And North Advisory Pvt Ltd has built up critical expertise in key areas. Thus, when clients face mission-critical sales and service challenges or problems that warrant a class-leading expertise – we are considered.
For example, consider the scenario of a medium B2B Industrial Automation client, who has decided to overhaul the entire suite of sales & service skill sets available. While the firm has been performing average in the past, it has never been able to retain its existing clientele. Thus the teams, either won’t have the muscle memory or in-house expertise to confidently execute well. Note the operative word confidently here. The firm, given the high stakes, would want to execute confidently and thus leveraging expertise from a consulting firm makes sense.
Quite a few clients will bring in a consulting firm to provide an objective, third party opinion on an important decision a company is making (e.g., it could be a new, multi-phased intervention, a potential cross functional initiative etc.). Why does this happen? Shouldn’t the key stakeholders at the company who know their own business best be perfectly qualified to make that decision? Yes and no.
Yes, they’ll understand the business well and likely have more of the context than any third party. But other challenges almost always arise. The business owners might have “blind spots” or certain biases. Thus, bringing in an outside voice will help them confront those and objectively deal with them.
Another example is a “deadlock” scenario. For example, it’s possible that the factions within the team disagree about the right route and thus a tie-breaking, objective opinion is needed. Another common possibility is that the consulting firm can bring in an objective view on industry best practices, essentially leveraging their wider purview of how other companies have tackled similar problems – especially related to sales and service functionality.
The last common case is that the company has a pressing issue. Since all their existing teams and people are tied up with ongoing projects, the company requires an injection of smart people and “brains” to bring to bear on the problem at hand.
For example, a client wanted his newly recruited sales team, to immediately rise “at-par” in terms of first meeting impact, with their prospective clients. A one-day intervention helped bridge the gap.
Some companies are even designed to operate this way. For example, private limited companies often rely on training & consulting firms to help on specific aspects of an organization-wide initiative. Sure, the private firm could build and staff their own internal training teams, but many will choose to hire teams on an “on-demand” basis, rather than changing the structure and talent base of their own organization.