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Tips for Consulting
firms to survive and
grow in a recession

100
Growing & realising equity value in consulting firms
Read Immediately and pass on to your colleagues
Important Notice

Equiteq aims to provide owners of
consulting firms with the best information
and advice to help them make decisions
about the growth and potential sale of their
firms.The tips included in this document
have been prepared on the basis of our
experience and observations of good
industry practice.They are for you to use in
any way you think fit. However, they are of
a general nature, cannot be comprehensive
and may not be suitable for your particular
business or situation.They do not constitute
investment advice. We may also have very
limited or no information about your
particular business and situation and we may
not have been formally engaged by you.
So, if you act on any of the tips contained in
this document, Equiteq should not be held
liable for your decision to do so or the way
you in which you do so.

Accordingly, Equiteq makes no
representation or warranty as to the

contents of this document and expressly
excludes to the maximum extent permitted
by law all representations, conditions and
warranties which would otherwise arise
by operation of law or any other reason
Equiteq shall not be liable in contract, tort
(including negligence) or otherwise for any

liabilities, damages, costs or expenses, loss

of profits or revenues or expected cost
savings or goodwill or for any other loss
whatsoever, regardless of whether they
would arise in the ordinary course of events
or otherwise or are reasonably foreseeable
or are otherwise in contemplation, in
connection with this publication save to the
extent such liability may not be excluded
or limited by law.

By accepting a copy of this document you
hereby agree to the terms set out above.
If you do not agree, please could you
destroy this document.

\u00a9Copyright Equiteq LLP 2008

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1
PAGE
Read this first
2
Introduction and the Equity Growth Wheel
Tip to avoid recessionary profit decline
7
Tips 1 to 9 \u2013 Sales & Profit Growth
19
Tips 10 to 17 \u2013 Market Proposition
29
Tips 18 to 25 \u2013 Management Quality
39
Tips 26 to 35 \u2013 Consultant Loyalty
51
Tips 36 to 45 \u2013 Sales & Marketing Process
63
Tips 46 to 54 \u2013 Intellectual Property
75
Tips 55 to 61 \u2013 Quality of Fee Income
85
Tips 62 to 69 \u2013 Client Relationships
And if things get really bad!
95
Tips 70 to 90 \u2013 Tips to avoid going bust
103
Tips 91 to 100 \u2013 And if all else fails!
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