Ask HN: How do you scale a consultancy?
Hi HN.
I work for a small business (5-10 people). We like to think of ourselves as a software company, but for all intents and purposes we operate like a consultancy. We're mostly devs, no *real* sales, marketing or BD people on the team.
Each year we try to get more projects signed off with more clients, hoping one may stick and turn into a SaaS type offering. But so far that's only worked once.
FWIW, we primarily deal with computer vision (object detection, segmentation, etc) in a fairly niche sector, where all our potential clients are behemoth corps that move slowly and are not used to a change of process within the corp.
For the time being I've given up on the dream of becoming a SaaS with a single core product. So, how do I focus our efforts on scaling up this consultancy? Consultancy is personal, typically scaled by adding more (capable?) people (capable is the hard part)