By Michael W. McLaughlin, Contributing Editor
Nearly 85% of the firm's 100 largest clients have been Accenture clients for 10 years or more.
~ Wall Street Journal, June 5, 2006.
Many consultants sigh in quiet desperation when they learn they're competing for work against an entrenched, incumbent consulting firm. After all, they reason, the incumbent enjoys every conceivable advantage, including relationships with client decision makers, a track record of success, and knowledge of the client's business environment.
It's tempting, though mistaken, to conclude that the incumbent is a slam dunk to win the work. Savvy competitors know that guerrilla marketing techniques, executed flawlessly, can create a competitive edge in the race for a new client.
Ask—Why You?
It's true that some clients make decisions on which consultants they'll hire before the selection process begins. In such cases, a client may create the illusion of a competitive selection process to obtain multiple proposals—and fee estimates—to keep the incumbent consultant honest, or to satisfy internal procurement policies.
Members-Only Premium Content 
Want to read more? Try our Risk-Free 7 Day RainToday Membership Trial with access to:
- Free Webinars: Access all recorded webinars (full members attend all live webinars free).
- Free Tools and Guides: Receive all how-to guides and tools sold in the RainToday Store free.
- Research and Reports: Receive 20% off all research and benchmark reports.
- 1,000+ Articles: Access over 1,000 professional services marketing, sales, and leadership articles.
- Exclusive Premium Content: Access members-only interviews, templates, and case studies.