The part about a win-lose and risk balance in the client – consultant relationship is one of the drivers for our company to apply a different model in our contracual relationship with our customers. We work on a value based proposal to provide clients cost savings in their indiect costs. This value proposition is based on the potential value we’ll deliver to the client; the risks and uncertainties of the process to achieve those results and the amount of expense under review. This makes it from a client – consultant relation perspective a win-win relation because the client will only be charged/ invoiced when he receives a reduction in his costs. Now we’re investigating to expand this model into other area’s of business consulting. Area’s we’re thinking of are: increasing revenue propositions/ project management (charge on achieved business benefits in line with business case).
This you can only offer at clinets when you’re able to provide measureable benefits through experience; creativity/ innovation and strong business case/ analysis capabilities. Among the benefits for the business are : access to a huge capacity of business experience without the traditional financial risk of paying by hour/ day. Therfore we can offer these services to small and medium enterprise as well as (semi) governamental institutes due to the lack of financial tresholds.

We need a more robust business model that focuses more on the hands on knowledge and experience we bring.