[geodel]

> Find a consultancy solution that is applicable across multiple customers. E.g where multiple customer teams have essentially the same problem. Once you have ironed the bugs out of your consultancy solution,...

That is called product and apart from few top vendors product companies are getting hammered in similar fashion or worse.

[gumby]

The difference: when GM cuts a person and still ships a car their margin goes up. When IBM cuts a person from a project their revenue falls.

Having a template or cookie cutter helps because you can reduce execution risk (which can also help sales) and also assign a more junior person, at the same rate, to the later projects, which does goose profits.

[KineticLensman]

> because you can reduce execution risk (which can also help sales)

Yes. This was exactly the case in the example I mentioned in my earlier comment. The specific aspiration was that once we had successfully solved the problem for one customer team, that team would act as our internal reference for the next customer team.