Why Most Consultancies Never Land the Big Fish
I was sitting down with a management consultant in Milton last week. He’s brilliant at what he does—highly qualified, years of experience, and a track record of helping small businesses tidy up their operations. But he was frustrated. He told me, "I’m tired of fighting over $2,000 projects with local shops. I want the $50,000 contracts with the big firms in the CBD. How do I get them to notice me?"
Here is the cold, hard truth: Big companies don't buy the same way small businesses do.
If you try to sell to a corporate HR director or a Chief Operations Officer using the same tactics you use for a local café owner, you’ll fail every single time. It’s not because you aren't good at your job. It’s because you’re speaking a language they don't value, and you're making mistakes that scream "amateur hour."
At Local Marketing Group, we’ve seen plenty of Brisbane professionals—from HR consultants to IT specialists—get stuck in the "small business trap." They work harder and harder for less and less money because they can’t break through the corporate glass ceiling.
Landing a corporate client isn't about having a fancy office in Eagle Street. It’s about avoiding the common traps that make big companies nervous about hiring a small consultancy. Let’s look at the mistakes that are costing you those big-ticket contracts.
Mistake #1: Being a "Jack of All Trades"
When you’re starting out, you take any work that comes your way. You’re a "Business Consultant." You help with marketing, you help with staff, you help with bookkeeping.
In the small business world, being a generalist is okay. But in the corporate world? It’s a death sentence.
Big companies don't hire generalists. They hire specialists to solve specific, painful, and expensive problems. If a corporate firm has a problem with their staff turnover, they don't want a "business coach." They want an expert in employee retention for the professional services sector.
The Fix: Pick a lane. If you try to be everything to everyone, you end up being nothing to anyone. Decide exactly what problem you solve and who you solve it for. When you narrow your focus, you actually become more attractive to big companies because you look like an expert, not a hobbyist.
Mistake #2: Your Website Looks Like a "One-Man Band"
I’m going to be blunt: A big corporate executive is not going to give a $30,000 contract to someone whose website looks like it was built by their nephew in 2012.
They aren't looking for "responsive design" or fancy technical jargon. They are looking for stability and professionalism. They need to know that if they hire you, you aren't going to disappear halfway through the project.
If your website says "I" instead of "We," or if your contact email is a Gmail address, you’ve already lost the deal. It sends a signal that you’re a high-risk hire. Big companies are risk-averse. They would rather pay more for a "safe" choice than save money on a "risky" one.
The Fix: Make sure your website works on phones and looks like a real business. Use professional photos—not selfies or grainy shots from your backyard. Focus on the results you’ve achieved for others. If you want to see why many professionals fail at this, look at how most HR & recruitment marketing fails to hit the mark because it's too generic and lacks authority.
Mistake #3: Talking About Processes Instead of Profits
Corporate clients do not care about your 7-step proprietary methodology. They don't care about your "holistic approach" or your "synergistic solutions."
They care about three things: 1. How much money will this make us? 2. How much money will this save us? 3. How much time will this save us?
If your pitch is all about "how" you do the work, you’ll lose them. You need to talk about the outcome. Instead of saying "I provide leadership training workshops," say "I help your senior managers reduce staff turnover by 20%, saving you $150,000 a year in recruitment costs."
See the difference? One is a service; the other is a financial result. Corporates buy results.
Mistake #4: Ignoring the Power of Referrals
In the corporate world, who you know is often more important than what you know. You can spend thousands on ads, but a single warm introduction from a trusted source will beat an ad every day of the week.
Many consultants sit around waiting for the phone to ring. They think that if they do good work, people will just find them. That’s not how it works in Brisbane. Our business community is tight-knit. Whether it's a lunch at the Regatta or a networking event in South Bank, relationships drive the big deals.
However, most people ask for referrals the wrong way. They say, "If you know anyone who needs help, let me know." That’s too vague. People are busy; they won't do your marketing for you.
The Fix: You need a system. You need to learn how to get high-value referrals by being specific about who you want to talk to and what problem you can solve for them. When you make it easy for people to refer you, they actually do it.
Mistake #5: Setting Your Prices Too Low
This is the most common mistake I see Brisbane consultants make. They think that by being the cheapest option, they’ll win the contract.
In the corporate world, low prices are a red flag.
If a big firm has a million-dollar problem and you offer to fix it for $500, they won't think you’re a bargain. They’ll think you don't understand the scale of the problem. They’ll think you’re out of your depth.
I’ve seen consultants double their prices and suddenly start winning more corporate work. Why? Because the price matched the perceived value of the solution.
The Fix: Stop charging by the hour. Corporates hate hourly rates because they are unpredictable. Charge based on the value of the result. If your advice saves a company $200,000, charging $20,000 is a bargain. Charging $150 an hour makes you look like a temp.
Mistake #6: Not Understanding the "Buying Committee"
When you sell to a small business owner, you talk to one person. They decide, they pay, you start.
In a big company, you might have to convince five different people. You have the "Gatekeeper" (the assistant), the "User" (the person who will actually work with you), the "Influencer" (the IT or HR person who has to approve your methods), and the "Economic Buyer" (the person who signs the cheque).
If you only focus on the person you’re meeting with, you’ll get blocked by someone you’ve never even spoken to.
The Fix: Ask the question: "Who else besides yourself needs to be involved in this decision?" Then, provide the materials they need to sell you internally. Give them a one-page summary of the financial benefits they can hand to their boss. Make them look like a hero for finding you.
Mistake #7: Using "Salesy" Language
Corporate executives are pitched to all day, every day. They have a very high "BS" detector. If you come across like a pushy car salesman, they will shut down immediately.
They want a partner, not a vendor. They want someone who understands their industry and their specific pressures.
I remember a consultant in Chermside who was trying to get into the real estate development sector. He kept using high-pressure sales tactics. It backfired. To succeed in that world, you need to sell without being the agent everyone avoids - meaning you need to act as a trusted advisor, not someone just looking for a commission.
The Fix: Be a consultant, not a salesperson. Ask deep questions. Listen more than you talk. If you can diagnose their problem better than they can describe it themselves, they will automatically assume you have the cure.
How Long Does It Take to See Results?
Let’s be realistic. You aren't going to land a $100k contract tomorrow morning. The corporate sales cycle is longer than the small business one. It can take three to six months from the first conversation to the first cheque.
But here’s the good news: once you’re in, you’re in. Corporate clients are "sticky." If you do a good job, they will hire you again and again. They have budgets that need to be spent. One good corporate client can be worth twenty small business clients, with half the headache.
What Should You Do First?
If you want to start winning bigger contracts, here is your 3-step plan for this week:
1. Audit your "look": Does your website look like a serious business or a side hustle? If it’s the latter, fix it. Make sure people can see that visitors become customers easily on your site. 2. Define your "Big Problem": Stop saying you're a consultant. Write down the one expensive problem you solve better than anyone else in Brisbane. 3. Reach out to your network: Don't ask for work. Ask for advice. Call a contact in a larger firm and say, "I’m looking to bring my expertise in [Your Speciality] to more corporate firms. Based on your experience, what are the biggest challenges companies like yours are facing right now?"
Is It Worth the Effort?
Landing corporate clients is the fastest way to grow your profit without doubling your workload. It allows you to move away from the "hustle" of finding new small jobs every week and into a position of authority and financial stability.
It’s not about being "big." It’s about being professional, focused, and results-oriented.
Most of what you read online about "scaling" is rubbish. It’s usually written by people who have never run a real business in Queensland. They talk about "funnels" and "automation" when what you really need is a solid reputation and a clear value proposition.
At Local Marketing Group, we help Brisbane professionals stop spinning their wheels. We help you position your business so that big clients take you seriously. We don't do fluff; we focus on what gets the phone ringing and what gets contracts signed.
If you're ready to stop chasing scraps and start winning the kind of clients your expertise deserves, we should talk.
Want to get more phone calls and bigger contracts? Contact Local Marketing Group today and let’s get your business in front of the right people.