Why most consulting firms struggle to make marketing work

Despite best efforts, many consulting firms struggle to generate demand consistently. Marketing feels disconnected from sales. Growth depends on a few key individuals, and efforts stall without them. These problems aren’t caused by lazy marketers or a lack of activity — they stem from deeper strategic misalignment. Here are the most common warning signs:

Too few clients

With too few leads, your firm becomes dangerously dependent on a handful of clients.

Over-reliant on repeat business

When new demand dries up, repeat business becomes the lifeline—making your firm vulnerable, stagnant, and exposed.

Dependent upon referrals

Most opportunities come through referrals or founder relationships. It works — until the pipeline dries up.

The world's best kept secret

Your firm is respected by clients but invisible to the market. You’re the best kept secret—and it’s holding you back.

Unable to get marketing traction

You’ve tried campaigns, hired marketers, even brought in a CMO. Still traction remains elusive.

Burned by broken promises

Agencies overpromise, underdeliver, and shift the blame. You’re left doubting your own judgment.

What's in the masterclass?

Get introduced to your masterclass host and explore a brief overview of the content.

About the Masterclass

This self-paced masterclass is designed specifically for consulting firm leaders who want to take control of marketing — transforming it from a reactive cost centre into a strategic growth engine. Built from over a decade of experience advising B2B consulting firms, the course walks you through a practical, proven approach to marketing strategy that fits the consulting business model. What You’ll Learn: • Why most consulting firm marketing fails — and how to avoid the common traps • How to build a tailored strategy that aligns with your firm’s structure, services, and sales cycle • How to identify and reach the right clients using the PRIME targeting model • How to position your firm in a way that attracts interest and builds trust • How to choose tactics that work for high-value, complex sales — not just visibility • How to build internal alignment across marketing, sales, and delivery • How to avoid seven marketing risks that sabotage firm growth You’ll also gain access to: • 13 structured, expert-led video lessons • Frameworks: including The Consulting Compass, The 3|9 Marketing Strategy Framework, and The Pyramid of Trust • A downloadable workbook to apply the ideas to your own firm • An optional 90-minute 1-to-1 Strategy Debrief for personalised guidance This isn’t marketing fluff. It’s a practical, strategic roadmap for consulting firms that are serious about growth.

Who is this masterclass for?

This masterclass is designed for leaders of B2B consulting firms who are ready to take marketing seriously — not just as a cost centre, but as a strategic engine for growth. It’s for you if: • You’re a Managing Partner, Director, or senior leader of a boutique consulting firm  • You’re frustrated by inconsistent lead flow and a lack of traction from previous marketing efforts • You want to move beyond referrals, repeat business, and founder-led sales as your primary sources of business • You know marketing is important, but you’re unsure if your firm has the right strategy, structure, plan, or message • You’re not looking for another campaign or tactic — you want a clear, strategic blueprint you can implement This is not for: • Junior marketers looking for channel-specific tactics • Startups or product-led tech businesses • Firms looking to fully outsource their marketing strategy to an agency • People unwilling to rethink how marketing and growth actually work in consulting

Curriculum

6 Chapters · 27 Lessons

  1. 1

    Introduction | Marketing Strategy Masterclass

    1. (Included in full purchase)

      Agenda

  2. 2

    Part One | The status quo no longer works

    1. (Included in full purchase)

      01 | Five behaviours that signal a broken approach to marketing.

    2. (Included in full purchase)

      02 | Growth emergency | Why leaders must urgently rethink marketing!

    3. (Included in full purchase)

      03 | Beyond visibility | How marketing, sales, and delivery must align to drive growth.

    4. (Included in full purchase)

      04 | Seven consulting firm archetypes that cripple marketing efforts.

    5. (Included in full purchase)

      05 | Five marketing mistakes that keep you stuck in first gear.

  3. 3

    Part Two | Marketing Strategy

    1. (Included in full purchase)

      06 | Problem-oriented marketing: The strategy that sets you apart and fuels growth.

    2. (Included in full purchase)

      07 | Know your firm | The strategic foundation for effective marketing.

    3. (Included in full purchase)

      08 | Know your clients | Identifying ideal prospects and their buying triggers.

    4. (Included in full purchase)

      09 | Know your competitors | Researching their approach to clarify your edge.

    5. (Included in full purchase)

      10 | Structuring your offerings | From market need to market fit.

  4. 4

    Part Three | Marketing Planning

    1. (Included in full purchase)

      11 | Five marketing planning shifts to ensure impact and growth.

    2. (Included in full purchase)

      12 | The five commandments of marketing plan execution.

    3. (Included in full purchase)

      13 | Seven marketing risks that will sabotage your growth.

  5. 5

    Masterclass Complete | What we've covered

    1. (Included in full purchase)

      Rewind | How consulting firm leaders drive growth by building a strategic marketing engine

    2. (Included in full purchase)

      Feedback | Let us know what you thought?

  6. 6

    Resources

    1. (Included in full purchase)

      Marketing Strategy Masterclass Workbook

    2. (Included in full purchase)

      Template | The Consulting Compass

    3. (Included in full purchase)

      Template | The Role of Marketing

    4. (Included in full purchase)

      Template | The Marketing Engine

    5. (Included in full purchase)

      Template | The 3|9 Marketing Strategy Framework

    6. (Included in full purchase)

      Template | The PRIME Model

    7. (Included in full purchase)

      Template | The Service Ladder

    8. (Included in full purchase)

      Template | The 5E Elevation Map

    9. (Included in full purchase)

      Template | The 11 Marketing Tactics

    10. (Included in full purchase)

      Template | The Pyramid of Trust / Pyramid of Panic

    11. (Included in full purchase)

      Template | The 3 Ways to Grow Your Audience

CHOOSE YOUR PACKAGE...

Whether you’re looking for strategic clarity or additional expert input, there’s an option to suit your needs.

PREMIUM PACKAGE Masterclass + Strategy Debrief + 90-Day Implementation Support £2,495

For leaders who want hands-on support to apply the masterclass insights and build real momentum — without engaging in a full consulting programme. Gain access to the full masterclass, a 1-to-1 strategy session, and three months of private advisory support to help you take action with confidence and clarity. Includes: • Everything in the Masterclass + 1-to-1 Strategy Debrief package • Three 60-minute private advisory sessions (scheduled across 90 days) • Priority email support throughout the 90 days • 12 months of course access (vs. 6 months in standard package) • 7-day money-back guarantee (provided no advisory sessions have taken place) This package is ideal if you’re leading your own strategy work but want expert guidance and accountability along the way. If you’re looking for a fully led, hands-on consulting engagement to develop your marketing strategy from the ground up — involving internal interviews, diagnostics, and a custom roadmap — the Growth Sprint (from £18k) may be a better fit. Not sure which is right? Let’s talk: https://www.camfordmc.com/talk/

STANDARD PACKAGE Masterclass + Strategy Debrief £1,195

Gain immediate access to the full masterclass and all supporting materials. Includes: • Six months access to 13 expert-led lessons • Practical frameworks and models tailored for consulting firms • Downloadable workbook • 7-day money-back guarantee Plus a personal 1-to-1 session to discuss your marketing strategy and next steps. Includes: • Everything in the Masterclass package • A 90-minute private strategy session to apply the material directly to your firm • Tailored recommendations, feedback, and direction

BASIC PACKAGE Masterclass Only £895

Gain immediate access to the full masterclass and all supporting materials. Includes: • Six months access to 13 expert-led lessons • Practical frameworks and models tailored for consulting firms • Downloadable workbook • 7-day money-back guarantee

Ready to Transform Your Marketing Strategy?

Enroll in the Executive Marketing Strategy Masterclass today and start building the marketing engine your firm deserves.

Start the Masterclass Now

About the Creator

Hi, I’m Martin, founder of Camford MC. I’ve spent 30 years in management consulting — working across marketing, sales, delivery, and firm leadership. For over a decade, I’ve focused on helping B2B consulting firms overcome their reliance on referrals, repeat work, and founder-led selling. I understand the growth challenges firm leaders face—because I’ve lived them, studied them, and helped others solve them. This masterclass distils everything I’ve learned into a clear, structured approach to marketing that’s built for the consulting model. My goal is simple: to help you create a marketing engine that delivers consistent, qualified demand—without gimmicks, guesswork, or dependency on rainmakers. Join me to reshape your strategy, gain clarity, and take control of your firm’s growth.

Frequently asked questions

How long is the masterclass? The masterclass includes 13 structured lessons, with over 6 hours of content in total. You can complete it at your own pace, in short focused sessions or a single deep dive. How is the content delivered? The masterclass is delivered entirely online via video lessons, supported by downloadable workbook.  How long do I get access to the materials? You get six months access from the time of payment with the Basic and Standard packages, and 1-year with the Premium package. This will entitle you to any updates during that time.  Additional access time can be purchased for a small fee.  Is this just for marketing teams? No. This course is specifically designed for firm leaders and senior marketing leaders — not marketing teams. It’s about setting the strategic direction of marketing, not managing channels or campaigns. Do I need to be based in the UK? Not at all. While the examples and tone are UK-based, the principles apply to consulting firms globally. Will this help me build a marketing plan? Yes. The masterclass will walk you through the thinking and structure required to develop a strategic marketing plan that fits your firm and aligns with your goals. Do you offer a refund if it’s not a fit? Yes. There’s a 7-day no questions asked money-back guarantee. If the masterclass doesn’t meet your expectations, simply contact us within 7 days and we’ll refund you in full. Can I speak with you directly after the course? Yes. There’s are options to purchase a 1-to-1 Strategy Debrief alongside the course if you’d like tailored input once you’ve completed the material. Just choose from the relevant option from the pricing dropdown.