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The coronavirus pandemic has taken a heavy toll on the management-consulting industry.
© Samantha Lee/Business Insider
The coronavirus pandemic has taken a heavy toll on the management-consulting industry. Samantha Lee/Business Insider
The market for consultants has declined this year to an estimated $132 billion from $160 billion because of decreased client demand, according to research platform Statista. The crisis put a strain on corporate budgets, forcing some to cancel or pause projects with major clients. Giant advisory firms including KPMG and Accenture have laid off thousands of workers, and some consultancies like Ernst & Young have deferred promotions and performance bonuses for employees.
COVID-19 forced leading consultancies to cut travel budgets, shut down offices, and collaborate remotely with clients and colleagues.
The novel coronavirus has fundamentally changed the way consultants do business. Business Insider reviewed research and spoke with prominent leaders at major consultancies like PwC, KPMG, and
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The COVID-19 pandemic has thrown many aspects of business off-kilter across all industries, sectors, and functions—including sales operations. Meticulously planned blueprints and goals for 2020 were quickly scrapped while teams rushed to address a new reality that was only beginning to unfold.
Since the onset of the crisis, sales operations has shifted from a reactive mindset to a proactive one that involves reframing goals, defining priorities, and finding new and creative ways to serve customers — and revisiting those as needed. As Akamai Technologies’ Senior Director of Sales Operations and Planning Yuri Dekaba puts it, “It’s critical to spend a few days putting pen to paper capturing your priorities and where you want to head, and continually review it.”
From messaging to measurement to the roles that sales ops professionals must play, everything is in flux—but there is guidance to be found. Our Top Sales Operations Strategies During COVID playbook