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I'm not being cynical. The lifeblood of major consulting is the sales life cycle, which includes branding, relationship building. Lobbying costs. Responding to
by jariel 7y ago
I'm not being cynical. The lifeblood of major consulting is the sales life cycle, which includes branding, relationship building. Lobbying costs. Responding to RFPs. Advertising. Trade shows. Expensive offices (to give the appearance of credibility). White papers. Paying off Gartner etc. so they put you in the 'good quadrant'. Partners at some firms spend nights a week having people in the industry over for dinner, nice wine etc..
- arethuza 7y agoHaving been on the buying side of large enterprise projects (up to $50 million) I was surprised at the number of vendors who simply look at a very small outline of the project and decide not to get involved. Later on, back on the selling side, I now appreciate that "qualifying out" opportunities is definitely a critical activity otherwise you well spend huge amounts of money chasing stuff that you probably won't win or, worse, win and make a loss on.