Skin in the game: how we get paid

A modest retainer, then a percentage of deals won as a result of the work. Why the model changes the advice you get.

Consulting usually gets paid for effort. We take a modest retainer, then a percentage of the deals won as a result of the work. If revenue does not climb, that is on us too.

The share applies to deals above a size we set with you at the start, so nobody is arguing about attribution six months in.

The model changes the advice. We will not sell you a programme that keeps us busy but does not move average deal size or conversion, because we do not get paid for it.

It also changes the pace. When our upside sits on the other side of a won deal, we care about the next tender, not the next workshop.

Run the numbers. Know the gap.

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