Resultancy® Reinvents Management Consultancy Model - 29 March 2010

London-based firm challenges current consultancy practices with Success-as-a-Service business model

The Credit Crunch has made value enhancing strategies a priority for business leaders.   As such, increasing numbers of Boardroom executives are questioning the organisational value actually delivered by their current consultancy arrangements and seeking more accountability from their consultancy partners.  It is against this background that Resultancy has launched its innovative, results-based business model in order to offer businesses a timely alternative to traditional models of consultancy.

Resultancy’s concept is based around a simple idea:  That clients should only have to pay when a consultancy project delivers the benefits it promises.  Resultancy’s founder, Dr Matthew Barekat, explains:  “Our business mantra is a strategy alone without the desired final outcome is worthless -   the value of any strategy can only be determined after it has been successfully implemented.  That is why we work to a pay-per-success business model where the link between clients’ success and our input is transparent and measurable.  So we can’t simply float an idea, collect our fees and walk away.   We must produce results.“

The origins of Resultancy lie in Barekat’s own experience initially as an industrial engineer and then later on in his career a management consultant.   In recent years his focus has turned to research, development and rethinking traditional consultancy approaches, with a mission to reinvent management consultancy - making it more suited for the business challenges of the 21st century.   Barekat elaborates:  "In consultancy-speak, we applied Blue Sky thinking to the way most consultancy firms operate".  

Resultancy modelled typical traditional consultancy scenarios, from the selling processes right through to how assignments end.  The scenarios highlighted the fact that the traditional time-based fees and the focus on chargeable hours did not always maximise the value add to clients.  And it is these elements that are so often the root cause of client dissatisfaction.

What has been recognised by Resultancy is that a model of consultancy that concentrates on the desired outcomes and restores the link between the ‘concept sold’ and the ‘actual value delivered’ has the fundamental ingredients to deliver what most of today’s businesses are looking for – a demonstrable link between the money invested  and the actual benefit derived from consultancy .

Barekat calls the resulting philosophy ‘Resultsmanship’ – a reflection that the business places responsibility for delivering the promised results at the core of any ‘Salesmanship’.   Barekat continues:  “We will only accept a project where the measurable benefit to the client significantly exceeds our fees.   It’s about ensuring that we create value for our clients.  Too often this has been absent from the consultancy sales-to-project-completion process, and in some of the worst cases in the industry there have been consultancies that have taken on projects that have actually destroyed value for the client.”

Resultancy’s partners are drawn to its results-centric culture.   The business has no juniors, preferring to work with partners with a clear track record of real world business experience and a collaborative approach to client work.  It is this collaborative ethos that underpins the business’s approach to client relationships. Resultancy’s consultants understand that most client organisations already have experts in what they do, and that their job is to help them do those things better, rather than re-inventing wheels or covering old ground.  The brief is to maximise value by working closely and as far as possible with a client’s existing resources, helping to ensure that projects remain pragmatic and embedded in the realities of the client’s business.

“It’s very simple,” Barekat sums up. “Our fees are based on a proportion of the value we create, and are agreed in advance.   This structure ensures that we work with each client to maximum effect, engaging and involving existing resources, focused on the performance goals and supporting the long term interests of business executives and shareholders alike.”

For additional information please call Resultancy on +[44] 207 222 44 44.