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Consulting with Startups – It’s a Capacity Thing

I want to build on last Tuesday’s “The Challenges of Consulting With Startups”. More specifically, I want to stress the reason an early-stage startup brings on an agency or consultancy – it’s capacity.

Capacity is the hired help to augment the team. At SalesWise, our team is vastly experienced in driving success – what to execute and how. What we struggle with is the execution when we have 20 sales calls to make, 4 demos, 2 support tickets, and a kick-off call.

What I’ve found to be ineffective for most consultants is when they come in wanting to do big bang changes and huge strategy sessions. Our environment changes rapidly. We are not ready for big bang changes. We need to execute, learn, iterate.

So if you want to consult with a startup, have an eye on the larger strategy, sure. You have value for early-stage companies in this area. But one of the best ways to implement that strategy is getting “stuck in”. Roll up your sleeves, and take on a more “staff aug” role to understand how we work, what our challenges are, start executing what we need (there’s a reason why we need it yesterday), and then, layer in the strategy as we learn.

We need agility. We need flexibility. We need execution. (That goes for you, too, Mr./ Ms. Consultant.)

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