In my years in the telecom industry I have struggled with the thing we are talking about. What shall we compete about. The products are the same and only one can have the best price. So what remains, the experience! When I realized this I started my consulting business and started helping companies with deliver a greater experience to the customers.
Working as a consultant service is all we deliver. We are not using any secret methods. We are using our past experiences in combinations with a tools box. What I think is the key for success are co-creation with the clients.
When I worked in a big company I saw consultants come and go and what the left behind was often a big report that was throwed in the trash. What they proposed could not be implemented in the organisation. That why I think it is necessary to work close to the client do be able to deliver value.
The value of our services comes when the solutions and ideas are implemented and used. We want to solve things that deliver value and the say goodbye. Not place us in the clients processes forever. Sure that would be more profitable but we are always trying to live as we learn and deliver on our value proposition.