Situation: To date, a company has performed a single set of services focused on collection and delivery of a stream of raw data to its clients. The CEO wants to add a consulting service based on the expertise that the company has developed over the years. The CEO seeks input on both how to position this new service, and how to organize it, either within or separately from the current business. How do you expand your business model?

Advice from the CEOs:

• Consulting services can be offered at a premium to current services because the company will be offering analysis and recommendations for a solution, instead of just raw data. Intelligence is more valuable than raw data.
• Offer the consulting service on a project rather than an hourly basis. For example, price a project at $10k for the consulting package instead of $200/hour for data collection and reporting.
• To add weight to the consulting offering, provide final reports and recommendations as a professional, written document supplemented by a presentation.
• Test the concept and early options for the consulting service with existing clients.
• Create a new division for the consulting service so the customer sees it as an additional option and value that the company provides. This will change both the branding and image of the business.
• To increase the opportunity for success, develop a full business plan for the consulting model.
• Focus on the new consulting business with the same discipline as the current data business.

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