Traditional consultants provide 80% fluff and 20% actionable content in their proposals. They believe that the client measures their value by the number of pages in their report. Therefore, they invest time in writing many pages of content – content about which the client is already aware, has little time to read and ultimately has to pay for.
In our own experience as executives working with consultants, we have never appreciated this game play. We believe that today’s successful executives also understand this game, and generally go right to the Executive Summary section for actionable recommendations and practical solutions.