According to an article in this week’s Economist magazine ( consulting “work is booming… (with)… forecasts that consulting on operations-management … will grow by 5.1% a year, that on IT by 3.9% and that on personnel by 4.0%, between 2010 and 2014.”

The Economist’s view though, is that this work is getting harder to get, as strategy consultants vy for the growing volume of work further downstream in the organization.

Telemarketing may not at first sight seem like a logical first step when it comes to priming the sales pipeline for consulting work, but IT telemarketing experts INCo are showing not only that it can be done, but that telemarketing may be the forgotten tool in box when it comes to finding new clients and new opportunities.

“We’ve been working increasingly at high levels in companies who may have consulting and IT systems opportunities, and we’re finding an increase in interest. Consulting opportunities are becoming more numerous, and often companies don’t know where to go for specific knowledge – either of their market, or in applying particular technologies.”

Consulting firms generally aren’t geared to finding new sales – relying instead on referrals or word of mouth, but the INCo sales lead qualification service seems to add an important bridge between traditional marketing techniques and the sales function.

“We’re increasingly working with C-level executives and finding opportunities for substantial projects,” said Neil Ritchie of INCo.