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It’s tempting to think that “fit” comes down to sector, size or spend.
But the best consultancies know: it’s more nuanced than that.
True fit is situational.
It’s not about what industry a client is in.
It’s about what they’re going through.
- What’s making every Monday feel like a crisis?
- Where are they seeing consistent underperformance?
- What’s creating friction in their current processes?
Even if they’ve got budget. Even if they’re a “big name”.
If their reality doesn’t match the problem your consultancy is built to solve, walk away.
Subtle signs they’re not right for you…
1. They don’t show signs of the pains you typically addressIf you find yourself having to create urgency or manufacture relevance, it’s a mismatch.
2. They start poking at the edges of your offer
“Do you also do X?”
“Could you throw in Y?”
When a prospect asks for services outside your sweet spot, they’re signalling they want a generalist. That’s not you.
3. They resist the value of specialist work
If they’re chasing an all-in-one solution, you may need to educate them on why specialists outperform patchwork providers. But if they’re still resistant? That’s not a fit - that’s a future headache.
Why walking away is a strength
Saying no is hard - especially when pipeline pressure is real.
But every misfit client steals capacity from those you’re actually built to serve.
The most successful consultancies aren’t the ones that say yes to everyone.
They’re the ones who confidently say:
“This isn’t quite what we do – but here’s someone who can help.”
Refer them. Guide them. Let them go.
Because fit isn’t about closing every lead.
It’s about creating real impact for the ones who need you most.
