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The Visible Authority: A Complementary Strategy for Business Development in Modern Management Consulting

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  • O’Mahoney Joe

Abstract

The traditional “trusted advisor” model for management consulting business development is being disrupted by a number of pressures. Accelerated promotions, younger directors, stronger procurement functions, shifting client communication preferences as well as new capabilities in the creation and distribution of digital content have all contributed. This paper proposes the “Visible Authority” approach - leveraging digital media and content marketing for individual seniors - as a powerful, complementary sales approach. Building demonstrable, widely recognised expertise offers a viable path to attract clients and drive revenue, especially for consultants who have not had time or opportunity to build deep, trusted networks. This paper provides a practical framework for consultants to define their niche, understand client challenges, develop compelling content, and strategically distribute it, translating authority into tangible business opportunities.

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  • O’Mahoney Joe, 2025. "The Visible Authority: A Complementary Strategy for Business Development in Modern Management Consulting," Management Consulting Journal, Sciendo, vol. 8(2), pages 109-117.
    • Handle: RePEc:vrs:mancon:v:8:y:2025:i:2:p:109-117:n:1008
    DOI: 10.2478/mcj-2025-0014
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