Repositioning Services From Support to Strategy
One of the most common challenges for large, diversified organizations is fully unlocking the potential of their embedded consulting functions. Often seen as compliance tools, cost centers, or customer support, these capabilities are rarely treated as a strategic lever for commercial growth.
That was the case for a global organization we recently supported through a major transformation project. Despite decades of domain expertise, an established services footprint, and strong client relationships, its consulting division was underutilized, disconnected from core business goals, and difficult to scale.
Our mandate? Reimagine the consulting business not just as a standalone P&L, but as a growth engine for the company as a whole.
Working closely with business unit leaders and regional teams, we designed and implemented a three-year transformation program to:
- Reposition services as a driver of commercial engagement and customer loyalty
- Embed service offerings into the company’s mainstream go-to-market strategy
- Develop new governance and delivery structures to enable scale and consistency
- Create visibility on the true commercial impact of services, including on product revenue
One key outcome: When services were strategically integrated into client engagements, the company saw direct influence on contract renewals, expansion deals, and cross-sell opportunities. In fact, in key regions where this model was rolled out, service-led engagement correlated with a 40% increase in core business growth.
What started as an internal efficiency project turned into a measurable commercial success.
What We Offer: Service-Led Growth Strategy
We specialize in helping global companies unlock the strategic and commercial potential of their service-based functions. Whether your consulting or services arm is internal or client-facing, mature or underleveraged — we bring structure, scale, and commercial clarity.
Here’s how we help:
Service Monetization Strategy
Design business models that turn compliance, advisory, training, or digital support services into recurring revenue streams — with clear pricing logic and commercial integration.
Customer Journey Integration
Define how and when services are deployed across acquisition, onboarding, retention, and expansion to maximize impact on client outcomes and core business performance.
GTM Alignment & Sales Enablement
Equip commercial teams with tools, narratives, and KPIs that integrate services into everyday sales conversations — creating differentiation and stickiness.
Scalable Delivery Frameworks
Implement delivery and governance models that enable global consistency while remaining flexible to local market dynamics — including asset-light or hybrid execution.
Impact Visibility & Influence Modeling
Build tracking models that quantify how services drive renewal rates, expansion revenue, and net new client wins — making their value visible to leadership.
Looking to elevate your consulting capability – and drive impact across the business?
We help organizations like yours turn services into strategy.
