A Sourceforconsulting.com report published on 23 June this year, has put the total European consulting market value at around €25 billion in 2010, and, the report authors say, there is every indication that this growth will continue through 2011-2012.

Yet ambitious companies in the sector may still miss out on market demand if they are not geared to capitalise on sales opportunities, and the consulting market is changing, with decreasing expenditure on consulting services by the public sector, particularly in the UK.

INCo, whose business identifies and qualifies active sales leads for both IT and Consulting firms, has pointed out that while most consulting firms stress their abilities to network within client organisations, fewer are able to conduct effective sales campaigns using their sector and service specialisms to break into new accounts.

“In this growing market, with consultants gearing up in terms of resources and people, ambitious firms may lose out without effective new business campaigns. INCo is perfectly positioned to help consulting firms gain new sales on the basis of their special sector and service knowledge. We’ve proved that our telemarketing service works in the consulting market, both in the UK and in Europe,” said INCo managing director Neil Ritchie.

The INCo service could be particularly valuable, since the report indicates that fee rates have dropped by around 10-15 per cent, and while it is too soon to say whether the economic recovery will push fee rates back up, past experience of the 2002-2003 recession would seem to indicate that they won’t recover. That in turn will leave less scope for ineffective sales efforts.