Helping Consultancy and Professional Services businesses win complex, high‑value deals

Across the sector, organisations face recurring, indisputable challenges that consistently undermine growth, win rates, and commercial confidence.

Enquire now

What’s not working for commercial teams in the Consultancy, advisory and Professional Services sectors?

 Professional services firms are operating in one of the most demanding commercial environments they’ve ever faced. Buyers are more informed, more risk‑averse, and more price‑sensitive — while internal pressure to grow, protect margin, and scale capability continues to rise. 

Huthwaite helps consultancy and professional services firms build consistent, buyer‑centred selling behaviours that protect value, create client insight and win long‑term business.

Differentiation is difficult

Differentiation is difficult

 Buyers struggle to distinguish between firms offering similar expertise, forcing decisions based on price rather than value. 

Fee models are outdated

Fee models are outdated

Clients demand clear ROI, fixed or outcome based pricing, and defensible value — not billable hours.

Expertise doesn’t translate into pipeline

Expertise doesn’t translate into pipeline

Senior consultants are brilliant deliverers, but many lack the sales skills needed to consistently open, shape, and advance opportunities. 

Committees decide outcomes

Committees decide outcomes

Deals stall or fail when firms can’t navigate complex stakeholder groups and internal client alignment.

Sales cycles are long and risky

Sales cycles are long and risky

Caution, indecision, and “wait and see” behaviour increase time to close and drain senior capacity.

Weak opportunity discipline

Weak opportunity discipline

Poor qualification, late‑stage scope changes, and reactive negotiation lead to lost value and unreliable forecasting. 

How Huthwaite solutions address these challenges

Consultancy, professional services and advisory firms win work through insight, credibility and influence — not products. Our solutions help professionals lead value‑creating conversations, navigate complex buying groups, justify fees with confidence, and negotiate outcomes that protect margin while strengthening long‑term client relationships.

Building Commercial Influence

We help consultants shift from expert-led conversations to problem-led dialogue that reframes client thinking, uncovers strategic risks, and makes change compelling.

Building Commercial Influence

Value Based Selling

We equip professionals to translate expertise into measurable value, without oversimplifying or over‑promising, allowing them to justify fees without discounting credibility. 
Value Based Selling

Navigate Complex Buying Groups

Advisory decisions rarely sit with one buyer. We help advisers navigate complex stakeholder dynamics using evidence-based buying psychology, not relationship guesswork. 

Navigate Complex Buying Groups

Negotiate Confidently

Based on decades of negotiation research, we help advisory teams negotiate confidently, ethically and consistently — without damaging client relationships.
Impact bottom line

Mastering the art of negotiation

Learn the common mistakes negotiators make and how to avoid them. Turn these negotiation pitfalls into opportunities for a better deal – with a concrete strategy and proven framework. 

Solutions for the Consultancy, Advisory and Professional Services

With 50 years' research guiding our understanding of consumer behaviour, our Academy has evolved beyond traditional sales. Discover our comprehensive range of courses below.

SPIN Selling P5

SPIN Selling

Generate more sales and reach higher levels of customer satisfaction.

Complex Negotiation

Complex Negotiation

Learn proven techniques that deliver measurable results in real-world complex scenarios.

Sales Opportunity Management P5

Opportunity Management

Unlock the psychology behind successful decision making and manage complex sales. 

Quote
Quote
Often the word ’sales’ provokes a negative reaction with consultants and it can fall outside their comfort zone. Our people are trusted professionals - highly competent in their field of expertise, so for them to learn and ultimately use new behaviours to create value, we needed to build a business-wide sales language, processes and set of skills that would quickly encourage the development of a sales mindset across different teams.
 
Alf Gilroy, Managing Director, Sopra Steria Applications, Scandinavia

Why choose Huthwaite?

Fifty years of research

Research-proven behavioural science for real world sales, negotiation and communication results

Fifty years of research

Global reach

Trusted by businesses in over 100 countries

Global reach

Behaviour change that lasts

We don’t just train skills – we help you embed them for sustainable success

Behaviour change that lasts

Ready to improve your commercial skills?

Complete the form below to find out how we can help your business reach its commercial potential.