Consultant thinking: Surviving budget cuts in the public sector

The reductions in public expenditure have created pressure on a number of public sector consultancy bodies. Whereas in the past they could rely on public funding for the projects they are undertaking, now they are having to become more commercial.

We’ve been working with some of these entities this year. Typically they consist of technical specialists who provide their services in areas such as encouraging enterprise, developing special skills and services, and other matters on the public services development agenda. Now they find that funding cuts threaten their existence.

The two areas in which we have helped these organisations are:

• setting up a consulting business. This needs a clarity of proposition, clear promotional strategy and channels to market, a management structure and, in particular, the introduction of disciplines that may be new to the organisation (dare I mention timesheets?) One organisation we worked with earlier this year ran a series of workshops to facilitate their transition to a fully commercial consulting business.
• developing selling skills. Most consultants dislike the idea of selling, yet in this challenging environment, they are essential if the business is to survive. Our training addresses not only the skills needed but the mindset that inhibits effective selling.

Give us a call if you would like to find out more about what we can do.

Calvert Markham