When you decide it’s time to look for outside sales performance help, there are a lot of factors to consider. This article focuses on the characteristics of large firms versus boutique firms, and the potential “pros” and “cons” for your company.
Specialization vs. scale
Smaller firms are often built around a single discipline. That means you’re working with a team focused exclusively on sales performance, not one practice area among several others. That will come with deep domain expertise and practical experience. In contrast, large firms bring scale and broader base of knowledge across business functions. This is useful if your challenge spans IT, finance, risk management, or other major disciplines.
A fixed methodology vs. a customized approach
Large firms often bring mature, defined methodologies. That approach brings clarity and rigor, oftentimes with a list of clients where the approach has been applied and proven many times.
Smaller firms often work differently. Rather than executing a fully-formed playbook, boutique firms are more likely to customize the framework around your business strategy. At InnerView, for example, we have a defined process that we follow for our sales programs, but we tailor most of the elements to your organization to ensure alignment across your team.
Consulting talent
With a boutique firm, you typically work directly with senior experts throughout the engagement, with fewer layers and handoffs during the project. These experts are often former salespeople, sales leaders, or strategists who worked in the field and have first-hand experience.
With a larger firm, you are often getting a larger team, with consultants who are more generalists handling the day-to-day work. This works well for companies who want a broad range of perspectives on their account, both in terms of the people and the types of client work they have done.
Which is right for you?
Large firm may fit if…
- Enterprise-wide, multi-function transformation
- Brand reputation is a key internal factor to reduce perceived risk
- You want a pre-built methodology
Boutique firm may fit if…
- Core challenge is sales execution or behavior change
- You want a partner who builds around your business
- Direct access to senior experts matters
The bottom line
Improving sales performance starts with a clear picture of what you need. The old phrase goes, “No one gets fired for bringing in (insert large consulting company name here)!” For some, going with the muscle of larger firms brings comfort and the ability to expand the work to other areas of the business. For others, it is about driving alignment and clear results at the frontlines.
The right partner isn’t necessarily the biggest or smallest. It’s the one whose model fits how your organization makes decisions, drives change, and holds people accountable.
