Driving commercial success in IT Services & Consulting

Many professional services firms are caught in a fundamental economic trap where revenue is tied directly to billable hours, putting a hard ceiling on growth.

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What’s not working for commercial teams in the IT Services & Consulting sector?

Talented people are expensive and scarce, while project-based work creates unpredictable cash flow and constant utilisation headaches. Offshore competitors undercut rates, fixed-price contracts often turn into margin killers when delivery hits snags, and there's rarely time to build reusable IP because client work always takes priority. Add in lengthy sales cycles that end in price-driven bidding wars, and growing profitably feels nearly impossible.

Intangible value

Intangible value

Services are harder to demonstrate than tangible products.

Relationship dependence

Relationship dependence

Success relies heavily on trust and relationship quality.

Scope creep concerns

Scope creep concerns

Buyers worry about unclear deliverables and cost overruns.

Proof of expertise

Proof of expertise

Establishing credibility without extensive client references.

Offshore competition

Offshore competition

Competing with lower-cost offshore providers.

These challenges not only weaken your competitive advantage but also make it harder to build long-term customer relationships.

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The telecommunications tech trap

Learn how to prevent customer enthusiasm from evaporating and why the right marketing content is crucial to support successful sales

How Huthwaite solutions address these challenges

Our solutions position IT service providers as trusted advisors rather than vendors. By focusing on understanding client challenges deeply before proposing solutions, consultants build credibility and trust naturally.

Establish expertise

Establish expertise through insightful questions rather than premature claims.

Establish expertise

Co-create solution definitions

Co-create solution definitions with clients, reducing scope creep concerns.

Co-create solution definitions

Differentiate on problem-solving

Differentiate on problem-solving capability rather than price alone.

Differentiate on problem-solving

Build stronger relationships

Build stronger client relationships through consultative engagement.

Build stronger relationships

Strategic investments

Position services as strategic investments rather than discretionary costs.

Strategic investments

Solutions for the IT Services and Consulting industry

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

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

Opportunity Management

Unlock the psychology behind successful decision making and manage complex sales

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

Behavioural 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.