AI-Driven Business Development

Client acquisition cost is the number no one measures but everyone should. Most firm leaders can quote utilization and margin, then go quiet when you ask what it costs to win a client. We'll work through how to measure it, what healthy looks like, and the leadership question underneath it: who you hire, and what an AI-forward exec team needs to be.

Every firm is being told AI changes everything. Few can tell you what it's actually worth to them. We benchmark over 700 consulting firms, and our data puts revenue per employee near $160K today. Over the next couple of years, we expect the leading firms to double it, by turning the tools and data they already run on into an intelligent ecosystem that drives action across the firm. Season 3 opens on the question that defines the rest of it: what does healthy growth and profitability actually look like in the AI era?

Mark Orttung (Projectworks CEO) and Dominique Rennell (Projectworks CCO) are joined by Christophe Delaire, the CEO of Marshall Day Acoustics, to discuss what good differentiation looks like at different stages. Marshall Day Acoustics is a one-of-a-kind acoustics consultancy with a global team of experts working everywhere from concert halls to wind farms.