From you look for work to work comes to you

When managers and employees are working with their Virtual Consultants, the clickstreams and alerts are rolling in. Consultants can put these alerts to good use: they show them where the client has some follow-on work hidden. After all, three-quarters of private sector organizations spend between 2% and 5% of their costs on consulting support. Thirteen percent spend more than 5%; 10% spend less than 2% .

            Let's welcome the Follow-On Projects.

 The principle behind the Follow-On Projects is explained best with a simple example. Say, as a consultant, you conduct some sort of digital transformation assessment. Part of the questionnaire contains questions about leadership. Every manager that scores below a certain threshold on these leadership questions is eligible for leadership training. Suppose that, in this digital transformation assessment, out of 50 teams, 37 teams score low on setting objectives and detailing an implementation planning. Now you know where to pitch that fantastic "Program Management Office"-offering of yours.

Through the Follow-On Projects, the automated consultancy platform neatly lays out what to sell to whom and why. And that has more strategic repercussions that you might anticipate. For example, if, after a few clients, it comes out that an offering would only apply to a tiny minority of respondents, it might be wise to scale down the marketing efforts for it (the colleagues in Marketing will be grateful to you). Or, if respondents score low and their ambition scores aren't much higher, you know better how to communicate your sales pitch (Sales department happy too).

Compare per team (department, role, location, division) how many offerings you could potentially pitch. Then, select your "must-win"-opportunities. Over time, compare these potential opportunities with the ones you eventually realized to close, and you know even better how your funnel will look like right at the end of any of your projects’ Analysis & Design cycles.

Then, the Follow-On Projects extends to alerts during implementation. Managers that hardly use their Virtual Consultants. Teams that improve only moderately. Workshops without concrete actions. More work than you can ever imagine.