Maybe a controversial take – but there are too many “consultants”
The Surprising Surge of Consultants in the Modern Business Landscape: A Critical Perspective
In today’s competitive environment, the proliferation of consultants has become an increasingly common phenomenon across various industries. While consulting services can provide significant value when properly employed, there is a growing concern about the overwhelming number of less-than-reliable practitioners flooding the market. This phenomenon warrants a closer examination.
Industry Context and Personal Experience
Drawing from my own professional background, I have spent several years working within a large corporate agency before transitioning to a client-side role approximately a year ago. My move has been mutually beneficial; I no longer contend with the relentless pursuit of new deals, and I am satisfied with the stability my current position offers.
However, this transition exposed me to an unexpected challenge: the sheer volume of transient consultants eager to engage with my company. Coming from a sector outside the typical tech or finance domains—specifically, construction—the frequency of outreach has been startling.
The Reality of Consultant Outreach
Since taking on my current role, I have experienced approximately 2-3 LinkedIn connection requests daily from various third-party firms. My phone rings regularly with pitches that often lack relevance or effectiveness. Over the past year, I’ve counted more than 100 different agencies attempting to offer their services.
A significant portion of this outreach—estimated at around 95%—performs poorly from a sales perspective. Common tactics include cold emails featuring superficial information about candidates who do not align with the specific needs of my organization, and cold calls where I can often hear the nervousness in the caller’s voice, clearly scripted and unconvincing.
Challenging the Status Quo
Despite my own solid performance—ranking comfortably within the top 15-20% in my office—I am perplexed by how these agencies sustain themselves amidst such a saturated market. Furthermore, I find myself wasting valuable time each day responding to outreach, often having to reiterate: “We’re currently limiting third-party spend. I’ll reach out when we need assistance.”
The Need for Market Consolidation
This abundance of consultants appears to be a direct result of an oversimplified belief that simply obtaining a LinkedIn license and dreaming big suffice to succeed in the industry. The reality suggests a pressing need for a natural reduction—or “culling”—of the herd.
Final Thoughts
As the consulting landscape becomes increasingly crowded, both clients and genuine practitioners must navigate these challenges thoughtfully. Quality over quantity should be the guiding principle, and industry stakeholders should advocate for a more discerning and sustainable approach to consultancy services. Only through such measures can we ensure that valuable expertise is distinguished from mere noise.