Enterprise AI Consulting: Screening Clients by Creating Scarcity
yangyi · x · 2026-08-13
The author shares business insights from providing enterprise AI transformation and go-to-market (GTM) consulting, emphasizing the importance of client selection.
Key Points:
- Creating Scarcity: Without scarcity, you rely solely on sales skills. By building premium pricing and making clients pay more, you gain the initiative.
- Client Categories:
- Rich and Knowledgeable: Treat you as an execution tool; limited pay but helps build insights and brand cases.
- Rich but Laymen: Respect your expertise, pay premium fees, and let you take full control to deliver results.
- Poor and Know-it-alls: Demanding with low margins; should be strictly avoided.
- Industry Selection: Directly determines client budget and expertise. Targeting industries with money but less technical knowledge offers a massive advantage.
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