Índice
What’s a Consulting Capability, Anyway? (And Why You Should Care)
When you’re about to bring in consultants—whether it’s for a strategic transformation, a digital revamp, or a good old-fashioned cost-reduction project—do you ever stop to ask: what kind of expertise am I actually buying?
Most of us look at industry experience, big brand names, or that glossy slide deck they presented. And hey, that’s understandable. But here’s the thing:
Consulting capabilities are the true currency of value when it comes to external consulting. And understanding them can make or break your project’s success.
So, what exactly é a consulting capability?
Think of it like this: if your company has Finance, Operations, HR, Sales, and IT functions, then consulting firms have their own matching capabilities—the core skills and knowledge they bring to solve problems within those functions.
It’s not about “who knows the widget industry best.” It’s about:
- Can they reimagine your supply chain?
- Do they know how to execute a cost-cutting initiative that sticks?
- Can they design an incentive model that actually motivates your salesforce?
That’s consulting capability. And understanding this distinction—capability vs. industry expertise—is where smarter sourcing begins.
Capability vs. Industry Knowledge: Stop Confusing the Two
Let’s set the record straight.
| Consulting Capability | Industry Knowledge | |
| What it is | Functional expertise in a business domain | Contextual knowledge of a specific sector |
| Focus | Problem-solving skills (e.g., digital, finance, strategy) | Sector-specific dynamics (e.g., pharma, retail, banking) |
| Por que isso importa | Drives structured, repeatable approaches to solving issues | Helps tailor solutions to real-world sector nuances |
| Exemplo | Cost transformation, supply chain redesign, org design | Understanding FDA regulations in pharma consulting |
Here’s where it gets real: if you’re hiring a consulting firm for a sales transformation, you don’t necessarily need a firm that specializes in your sector—you need a firm with deep capability in go-to-market design.
Of course, industry knowledge can be a nice bonus—it speeds things up, builds rapport, and avoids rookie mistakes. But it’s not a substitute for real consulting muscle.
So next time you draft that RFP or sit through a pitch, ask yourself:
“Do they know my industry, or do they know how to fix my problem?”
Why You Need to Understand the 7+1 Consulting Capabilities
Here’s the kicker—most executives struggle to articulate what they need from a consultant, and most procurement teams write overly broad scopes.
Result? Misaligned projects, ballooning budgets, and underwhelming results.
That’s where the 7+1 consulting capabilities come in. Think of them as your consulting capability map—a structured way to:
- Frame your problem
- Match it to the right type of expertise
- Write smarter scopes of work
- Evaluate proposals more effectively
- Get better ROI on every consulting dollar
#1. Strategy & Management: Defining the Big Moves
Let’s be honest—when people hear “strategy consulting,” their minds often jump to the big names: McKinsey, BCG, Bain. And sure, they’ve earned their stripes. But what really matters is what’s under the hood of this capability.
Estratégia e Gestão is all about answering the big questions:
- Where should we play?
- How can we win?
- What moves will generate the most value?
This capability is typically used by executives wrestling with:
- Entering a new market or geography
- Shifting business models (e.g., from product to platform)
- M&A, spin-offs, or portfolio realignment
- Redefining competitive advantage or pricing strategy
Here’s where it becomes important for you as a buyer of consulting:
Strategy capability = frameworks, experience, and pattern recognition.
These consultants are trained to deconstruct complex business landscapes, identify where the value pools are, and build out options that can be stress-tested and quantified.
Watch out for this common trap: hiring a firm with deep industry knowledge but weak strategy chops. You might get “interesting ideas” but not the structured thinking or prioritization needed to guide real decisions.
🎯 How to Scope It:
- Be clear on the decisions you need help making.
- Ask for examples where the firm has worked on similar strategic dilemmas, not just in your industry.
- Make sure they can support you from idea to C-level alignment—not just hand you a 90-slide deck.
#2. Operations: Where the Rubber Meets the Road
If Strategy is the “where to play,” Operations is the “how to win.”
This capability is all about execution excellence—making your business run better, faster, and cheaper. And in a world of volatility and cost pressure, this is where a lot of consulting dollars get spent.
Here’s what falls under the Operations capability:
- Procurement & sourcing optimization
- Supply chain redesign
- Lean manufacturing & Six Sigma
- Cost transformation
- Service delivery model redesign (especially in shared services)
You don’t need a fancy strategy firm to fix broken operations. You need practitioners who know process flows, systems, change management, and stakeholder alignment.
One of our clients—a $2B industrial group—once hired a strategy boutique for a supply chain diagnostic. Beautiful PowerPoints, zero operational traction. They came to us, and within three months, we had savings on the table and supplier negotiations underway.
Principais conclusões: Strategy may win headlines, but Operations wins profits.
💡 What to Ask When Hiring:
- Do they bring playbooks, benchmarks, and operational tools?
- Have they implemented—not just advised—on similar projects?
- Can they work cross-functionally (e.g., procurement + logistics + finance)?
If your goal is to save money, speed up processes, or reduce complexity, this is the capability you need. Not a “jack-of-all-trades” consultant with a few supply chain buzzwords.
#3. Finance & Risk: Managing the Money and the Minefields
Money makes the business world go ’round—but it’s not just about counting the beans. The Finanças e Risco consulting capability is about making smarter financial decisions e staying out of trouble while doing it.
Consultants in this space help you:
- Redesign financial planning and forecasting
- Improve working capital and cash flow
- Set up shared services or centralize finance operations
- Navigate complex regulatory changes
- Build enterprise risk management (ERM) frameworks
- Strengthen internal controls and compliance programs
This capability is especially relevant when you’re:
- Restructuring or preparing for IPO/spinoffs
- Centralizing finance or building a global business services model
- Responding to a regulatory event or audit
- Trying to align finance as a strategic partner—not just a reporting function
And here’s something many execs overlook:
Great finance consultants are translators—they bridge the gap between CFO priorities, business needs, and regulatory realities.
They don’t just crunch numbers. They align incentives, clarify risk appetites, and help embed financial rigor into decision-making.
📌 How to Know if You’ve Got the Right Firm:
- They ask smart questions about your business model, not just your balance sheet
- They bring cross-industry benchmarks for finance performance
- They offer proven tools (like scenario modeling or controls diagnostics)
In today’s world, where volatility is the norm, this capability is your best bet for staying both agile and protected.
#4. Sales & Marketing: Fueling the Top Line
Let’s switch gears to growth.
Vendas e Marketing consulting is where strategy meets the customer. These consultants help companies figure out:
- How to grow faster
- Who to target
- What to say
- How to sell
And in many cases, how to rebuild trust with customers who’ve already tuned out your messaging.
This capability is often activated when companies are:
- Launching a new product or service
- Repositioning in the market
- Dealing with stalled growth or declining margins
- Trying to become more customer-centric
What do they bring to the table?
- Customer segmentation frameworks
- Channel strategy and partner management
- Sales force effectiveness (think: incentives, org structure, CRM)
- Marketing ROI analysis
- Digital campaign optimization and brand refreshes
Tip for buyers: Don’t confuse flashy marketing agencies with sales & marketing consultants. One builds awareness. The other builds growth engines.
🛠️ How to Scope It Right:
- Define whether you need strategic advice (e.g., market entry) or tactical support (e.g., lead conversion)
- Ask how they tie marketing performance to real business outcomes
- Look for firms that can work with both commercial leaders e frontline sales teams
When done well, this capability doesn’t just drive short-term campaigns—it builds the growth architecture your company can scale.
#5. Human Capital: Getting the People Side Right
Let’s face it—your strategy is only as good as the people who execute it. That’s where the Capital humano consulting capability comes in. It focuses on aligning your people strategy with your business strategy.
We’re talking about:
- Organizational design and restructuring
- Leadership development and succession planning
- Talent acquisition and employer branding
- Performance management systems
- Diversity, equity & inclusion (DEI) programs
- Workforce planning, including upskilling and reskilling
One of our clients, a global manufacturer, had brilliant engineers—but weak leadership pipelines. A human capital engagement helped them create a robust talent strategy, identify critical roles, and roll out development programs that actually stuck.
Here’s the key: Human Capital consulting isn’t just “HR with a fancier title.” It’s about building a workforce that can win today e adapt tomorrow.
This capability becomes essential during:
- Mergers, acquisitions, or post-pandemic workforce resets
- Digital transformations (because culture eats tech for breakfast)
- Strategic workforce planning in a tight labor market
🧠 How to Vet a Strong HC Firm:
- Do they bring org design frameworks, not just training modules?
- Can they navigate both frontline and executive challenges?
- Do they understand change management deeply—not just buzzwords?
Bottom line: if you’re changing your strategy, structure, or culture, don’t skip this capability. It’s the bridge between ambition and execution.
#6. Technology & Digital: Powering Transformation at Scale
We’re in the age of “digital everything”—but let’s be real, not all digital consulting is created equal.
O Tecnologia e Digital capability is about helping companies leverage technology to create business value. And no, it’s not just about installing new software.
This capability includes:
- IT strategy and architecture
- Cloud adoption and migration
- Data strategy, analytics, and AI
- Digital transformation roadmaps
- ERP implementation and systems integration
- Cybersecurity and digital risk
One executive told us, “We didn’t need a new app—we needed to stop running our business on spreadsheets.” That’s a perfect case for tech capability with a business-first lens.
Great tech consultants don’t just understand tools—they understand impact.
🎯 When You Need This Capability:
- You’re launching or scaling digital initiatives
- Legacy systems are holding back your growth
- You need to connect the dots between data, customers, and decisions
- You’re investing in AI or automation but unsure where to start
🔍 What to Look For in a Tech/Digital Partner:
- Do they design for adoption, not just implementation?
- Can they show measurable business outcomes (not just a shiny demo)?
- Do they speak both “tech” and “executive”?
Whether you’re transforming your supply chain with IoT or modernizing back-office systems, this capability ensures your investments deliver results.
#7. Research & Development (R&D): Fueling Innovation with Intent
Innovation isn’t just for startups and tech giants—it’s mission-critical for any organization trying to stay ahead of the curve. That’s where R&D consulting comes in.
This capability focuses on helping companies:
- Structure and optimize their innovation processes
- Evaluate and prioritize R&D portfolios
- Build innovation hubs, labs, or cross-functional teams
- Shorten time-to-market for new products or services
- Navigate patents, grants, and IP strategy
For example, we worked with a consumer goods company whose R&D team had brilliant ideas but no structure. By redesigning their innovation funnel and aligning it with business objectives, we helped them double their launch success rate in 18 months.
The magic of R&D consulting? It brings discipline to creativity and commercial focus to invention.
🧪 When to Use This Capability:
- You’re investing in product development but not seeing returns
- You need to balance core vs. disruptive innovation
- You’re under pressure to innovate faster than the competition
- Regulatory hurdles or IP issues are slowing you down
🎯 How to Identify R&D Expertise:
- Look for experience in stage-gate processes, TRLs, and product lifecycle management
- Make sure they can bridge the gap between R&D and commercial functions
- Ask for success metrics tied to innovation, not just idea generation
This capability is less common but incredibly powerful when aligned with strategy and operations.
#8. Special Capabilities: The “+1” That Changes the Game
Now here’s the wildcard—the “+1” in 7+1.
Special Capabilities are unique, often cross-functional, and sometimes highly niche. Think of them as the custom tools in a consultant’s toolbox—used when standard approaches don’t quite cut it.
Some examples include:
- Transformation Office design and PMO setup
- Regulatory response management (e.g., GDPR, ESG frameworks)
- Post-merger integration (PMI) playbooks
- Change management on high-stakes programs
- Digital ethics and AI governance
- Cross-border market entry or localization strategy
Why is this “+1” so important?
Because real-world problems don’t always fit neatly into a functional box. Sometimes, you need a unique mix of capabilities, sector insight, and delivery muscle.
🧭 When to Tap Into Special Capabilities:
- You’re facing a “never done this before” scenario
- You need someone to orchestrate across multiple capabilities (e.g., strategy + HR + tech)
- You’re under pressure to deliver fast, with high visibility
🧠 Pro Tip for Buyers: These projects often require boutique firms or specialist teams rather than the “big guns.” It’s all about the right match—not the biggest name.
🚀 Your Consulting Capability Sourcing Framework: A Smart Buyer’s Checklist
When you’re scoping a consulting project, think like an architect — start with the blueprint. This simple framework helps you align the right capacidades de consultoria with your business objectives:
🎯 1. Define the Business Challenge
Ask:
- What decision or change are we trying to make?
- Is it strategic (where to play), operational (how to win), or transformational?
🔍 2. Identify the Primary Capability Needed
Match your challenge to one or more of the 7+1 capabilities:
- Estratégia e Gestão
- Operações
- Finanças e Risco
- Vendas e Marketing
- Capital humano
- Tecnologia e Digital
- R&D
- Special Capabilities (for unique, cross-functional needs)
📊 3. Consider Supporting Capabilities
Few challenges are one-dimensional. Ask:
- Will success require tech enablement?
- Are people or change management critical?
- Is speed to execution a factor?
📄 4. Write a Capability-Driven Scope
- Use capability language in your RFP or briefing notes.
- Be specific about deliverables tied to how the problem should be solved—not just the what.
✅ 5. Evaluate Expertise Through the Capability Lens
When reviewing proposals or pitches:
- Do they demonstrate depth in the needed capability?
- Have they solved similar problems before (not just in your industry)?
- Can they deliver outcomes, not just analysis?
🎁 Download the Free Capability-Based Consulting Sourcing Canvas
Want a printable version of this framework to share with your team or use in your next consulting engagement?
👉 Click here to download your free sourcing canvas (PDF)
(Tip: We can also customize this framework for your procurement or transformation team—just reach out.)
🏁 Conclusion: Capability-Led Buying is Smarter Buying
Consulting spend is one of the most strategic—and often one of the most misused—lines on your budget.
When you adopt a capability-first approach, you stop buying logos, resumes, or slide decks. Instead, you start investing in outcomes, delivered by firms that know exactly how to solve your challenge.
So whether you’re sourcing your next transformation partner or refreshing your preferred supplier list, remember:
✅ Capabilities mirror your own functions
✅ Capability clarity means better scopes
✅ And capabilities drive impact—not just insight
🔧 Ready to make your next consulting engagement smarter and sharper?
📥 Download the Consulting Capability Sourcing Canvas — use it to brief your teams, shape your next RFP, or challenge your consulting partners with better questions.
💬 Got a project in mind but not sure where to start?
We’d be happy to help. Book a quick call with our team—we’ll walk you through the capabilities you may need, help frame your challenge, and point you in the right direction.
Let’s make your consulting spend work harder, smarter, and with a whole lot more clarity.
Perguntas Mais Frequentes
1. What’s the difference between a consulting capability and industry expertise?
A consulting capability refers to the functional expertise a firm brings—like operations, strategy, or HR. Industry expertise is about understanding sector-specific dynamics (like pharma or retail). You need capabilities to solve the problem, and industry knowledge to contextualize the solution.
2. How can I tell which capability I need for my project?
Start with the business challenge. Are you trying to grow revenue, cut costs, go digital, or redesign your structure? Each goal aligns with one or more capabilities. Use our sourcing canvas to match your need to the right expertise.
3. Can one firm have multiple consulting capabilities?
Absolutely. Larger firms often cover all 7+1 capabilities, while boutique firms specialize. The key is to find the right depth for your specific challenge—not just a generalist with a wide menu.
4. What if my problem spans multiple capabilities?
That’s common. For example, a digital transformation touches tech, operations, and human capital. In such cases, you need a firm (or combination of firms) that can orchestrate across capabilities and ensure integration.
5. Why does capability alignment matter in RFPs and procurement?
Because it reduces ambiguity, shortens time to value, and improves fit. Clear capability alignment means better scoping, fewer surprises, and stronger results from day one.
6. Do all consulting firms talk about capabilities this way?
Not always—but you should. This language puts you in control as a buyer. It helps you move beyond brand and buzzwords to focus on what actually drives results: deep, repeatable expertise in solving your kind of problem.
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