Pachacuti

They call me Daddy, Sales Daddy

Acclaimed Answer

Guidepoint, Dialectica, Antheneum, GLG, etc.

This goes out specifically to anyone "in the know" about how these companies work.

I made more than a couple shiny nickels last year from these firms and I'm curious to know how these types of firms operate. I seem to get 3-4 reaching out to me at the same time for roughly the same topics. I'd like to maximize what I can make from these types of gigs.

Questions I have:

How do they prospect?
Is it beneficial or detrimental to respond to several companies for what appears like the same opportunity? (I will often get 2-3 companies companies who reach out to me to consult).
What's their financial model? If I change $X, what does the firm make?
Any advice to "get selected" after the initial questionnaire?
Any current trends to jump on?

Just an FYI - I charge these groups $300-500/hour for these conversations. Its a nice little bit of extra pocket change, when I can get it. One issue I often have is they send me an opportunity, I respond with my availability, and then I hear nothing. So I would like to understand how to be flexible enough to get the call back interview.

🤑 Side Hustle

7

16 comments

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oldcloser

Arsonist

6

💀

I don’t know how in-the-know I am, but I’ve been on the expert network train for 8-9 years. It ebbs and flows completely based on the niche of your expertise. The best run I’ve had was in ‘20 when my employer was about to be acquired. Made about $5k in 5-6 weeks. It was GLG and they just kept calling back for more. There were a few smaller networks that reached out with lower comp models, $200 Amazon cards, etc. I took them all.

So from experience:
-No idea how they prospect, but if they know that you know shit they don’t know, they keep asking.
-Replying to every request on similar projects seems to be the wise route.
-Keep your resume current with all of them for more bites.
-Project selection is 100% based on your proximity to the project, or vertical they’re researching. Seems like a right place right time thing, really out of our control.

But yes, the money is easy. I’m here for further insights or shortcuts.

jefe

Arsonist

4

🍁

Intriguing. I'm not familiar with any of these companies, but have had seen some of those Amazon GC type offers from cold reach outs. Seemed sketchy at the time.

How did you get involved this @oldcloser and @Pachacuti ?

Pachacuti

Politicker

3

They call me Daddy, Sales Daddy

@jefe easiest way to get involved is to go to their websites and sign up. You could go months with no outreach and then in a month get hit up for 3-4 consults. But if you're not signed up, they probably won't reach out.

oldcloser

Arsonist

6

💀

I got prospected by one of them a long time back. 🤷🏻‍♂️ This one is what you know, not who. Sign on up!

jefe

Arsonist

4

🍁

Good to know! Thanks Pach

jefe

Arsonist

4

🍁

Thanks OC

CuriousFox

WR Officer

3

🦊

I did a while back and thought it was a scam. This is good info.

jefe

Arsonist

1

🍁

I feel like that's the instinctive response.

Pachacuti

Politicker

3

They call me Daddy, Sales Daddy

thanks for the perspective. I've made some decent $$ in '22 & '23 and literally just got off the phone with one of those companies where I made a quick & easy $300 with the promise of more.

ExtremeVibeChecker44

Arsonist

4

Inside Sales

I used to work at one of these companies. Happy to chat a little.

How do they prospect?

-They copy and paste the same message to a couple dozen people at target company. LinkedIn is the big outreach tool. A bunch of your current / former coworkers will have gotten messages too I'd bet.

Is it beneficial or detrimental to respond to several companies for what appears like the same opportunity? (I will often get 2-3 companies companies who reach out to me to consult).

-Yeah, it's fine to be in GLG's system, Third Bridge's system, whoever. Sometimes clients (usually large investment firms), like it a bit more if only one company has a contact. Then they know every other competitor hasn't also talked to you

What's their financial model? If I change $X, what does the firm make?

-About $1000 a call was what my firm charged. So if your rate was $300, we'd pocket $700. If someones rate was over $600, we charged $2000.

Any advice to "get selected" after the initial questionnaire?

-Write a quick 3-5 sentence blurb about your experience. When they send over your info to a client, they have to send over these blurbs. Highlight things like P&L experience, direct reports, anything that highlights how senior you are. You might want to customize it per project.

-Be blunt and ask your contact how your profile looks - is there any info they'd want that would help you get selected?

-They're going to send over you (and probably a bunch of other contacts) in a big ranked list to the client. Obviously, you want to be higher on that list.

Any current trends to jump on?

-Been out of the space so long I couldn't even guess.

Hmu with any questions. For what it's worth, GLG is the industry leader, so you want to be in their system probably.

Pachacuti

Politicker

3

They call me Daddy, Sales Daddy

VERY helpful, thanks for sharing!

Revenue_Rambo

Politicker

2

Director, Revenue Enablement

I’ve had similar experience to you and @oldcloser.

Banked a bunch of cash a few years back. Meetings have slowly dried up. Hearing far less frequently now and getting more and more requests for topics I haven’t even heard of.

No clue how they prospect or what leads me to get selected over another person.

Only advice I can offer is that when you’ve been in a leadership role and have recently switched companies you’ll get more requests.

ExtremeVibeChecker44

Arsonist

3

Inside Sales

I can tell you why. Probably a company you worked at was in an industry they were considering investing on.

They decided to invest (or not) and moved on to another project in a different industry.

I doubt you did anything wrong.

Revenue_Rambo

Politicker

1

Director, Revenue Enablement

@ExtremeVibeChecker44 you are 💯 on that. At least half of these engagements are trying to gain inside information so they can hedge their bets.

ExtremeVibeChecker44

Arsonist

1

Inside Sales

I'm pretty sure the calls are recorded and regulated, but I got the vibe companies would walk right up to the line asking you questions.

Pachacuti

Politicker

2

They call me Daddy, Sales Daddy

Thanks. I'm sure my current and previous titles have helped in selecting me.

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