Evidence-based consulting
growth strategies

Every month, we pose your most burning challenges and questions to consulting experts, firm leaders and clients, look at the existing research — and share the best insights with you.

Upcoming topic: Market positioning and differentiation

We’re searching for answers to the question: How can consultants stand out in an overcrowded market and position themselves as “go-to experts” in their field?

A unique resource for consultants who want growth

without compromising their authenticity and values

The web is full of regurgitated content with superficial, one-size fits all advice.
That is why all the content on Consulting Lab is:

Relevant

Related to the challenges and topics you shared1.

Proven

Tried and tested in the field (by other consultants), or backed by research.

Specific

Only advice applicable to consulting2.

Hands-on

Whenever possible, offering concrete implementation advice.

Timeless

Evergreen strategic advice instead of ‘hacks’ with short expiry date.

* Topics are driven by the questions you ask and typically include strategic consulting topics like client-getting strategies, market positioning and differentiation, service packaging and productization, pricing, fees & scalable business models etc.
** Most marketing and sales advice doesn’t apply to consulting, because consulting services are so-called credence goods (goods with qualities and results that cannot be observed by the client before purchase). In other words, the clients will not acquire your services unless they trust you.
How it works
Listen

Every month, we collect your most critical challenges and questions. Share your questions now.

Discover

We study available research, try things out ourselves, and interview experts and practitioners.

Learn

You can follow the curated insights as they unfold, or get a summary conveniently delivered to you via our monthly newsletter.

Upcoming topic: Market positioning and differentiation

The internet, ever-accelerating technology evolution and (often related) growth of consulting and freelance workforce have created a highly competitive environment without borders, resulting in the following consulting challenges:

Battle for attention

Inability to communicate the true desires and motivations of your best client results in a poorly constructed bridge between what YOU offer, and what THEY really want. Your message disappears in the background noise generated by today’s over-marketed society.

Race to bottom

Without a unique positioning of your expertise in the marketplace, buyers will put you in a mental box with other similar consultants. Without seeing other differences between providers, the clients will focus on the price
In today’s globally competitive and over-marketed environment, you’ll need to carefully choose a position and create messaging that stands out and positions you as an ideal solution to your ideal client’s problems.

How can consultants stand out in such a overcrowded market?

In today’s globally competitive and over-marketed environment, you’ll need to carefully choose a position and create messaging that stands out and positions you as an ideal solution to your ideal client’s problems.

That is what positioning is all about.

Your consulting knowledge curator

My name is Vladimir Blagojevic, and I’ve been marketing and selling consulting services for the last 14 years.

A few years after starting my first consulting job in 2006, something weird happened.

I started bringing in more projects than most of my other colleagues, some worth millions.

The weird thing?

I knew nothing about sales or marketing.

What took me years to realize, that was a good thing, because most marketing and sales advice doesn’t apply to consulting.

Why?

Because consulting services are credence goods

A credence good is a type of good with qualities that cannot be observed by the consumer before purchase, making it difficult to assess its utility.

Which basically means that the clients buy consulting services based on trust.

What enabled to win those projects with relative ease, was:

  1. Our unique position in the market
  2. A specific approach we applied that enabled us to become our client’s trusted advisor before talking about a commercial relationship.

When I started my own consulting business back in 2011, I’ve unknowingly applied a similar approach.

The result?

For years, I didn’t have to do any proactive sales, because clients were coming to me, often without even talking to competitors.

For the last 8 years, I’ve been trying to codify this process, so I can help my clients achieve similar results.

Since then, I’ve helped 100+ niche B2B consulting and software businesses who want a reliable process for building qualified client relationships based on trust.

One thing I realized is that this is an ongoing learning process, and that:

The best way to learn is from each other

Instead of trying to find a silver-bullet “system” (as is often presented by the self-proclaimed gurus), we need to search for ways to stay authentic and true to our values, and focus on building relationships with our potential clients rather than playing the “numbers game”.

That is the reason I started Consulting Lab as a unique resource to connect consultants with each other, and to facilitate an ongoing learning process and collaboration.

I hope you will join because like I said, the best way to learn is from each other.