Consumer Practice Buildout
Scaling a differentiated consumer strategy practice in the US
Our client is a globally recognised advisory firm with a strong reputation in crisis communications and CEO advisory. Having entered a new investment cycle, it set out to meaningfully expand its management consulting capabilities by building a distinct consumer strategy vertical in the US.
To anchor this new practice, the leadership team required several Senior Managing Directors with deep sub-sector expertise spanning food and beverage, QSR and consumer healthcare. Beyond subject matter authority, these individuals needed to generate annual revenues of $3M+ and play an active role in shaping the strategic direction of the consumer practice.
The challenge: Finding revenue-generating leaders with a builder's mindset
This was not a conventional hiring brief. The firm needed Senior Managing Directors who combined genuine consumer sector expertise with the commercial track record and entrepreneurial drive to build a practice from the ground up.
Candidates were required to demonstrate true client ownership, proven revenue generation and the ability to attract and develop talent beneath them — all within a firm whose consulting identity was still being defined in the consumer space.
The InX solution: Rigorous market mapping against clearly defined success criteria
InX worked closely with the consulting leadership team to define the ideal candidate profile, anchoring the search around four key dimensions: sector and functional fit, revenue ownership, team lift potential and builder mindset.
Drawing on deep market knowledge across top-tier, mid-sized and boutique consulting firms, InX mapped and assessed more than 300 candidates. The research was structured to surface individuals with demonstrated commercial success and distinctive expertise in areas such as pricing, commercial growth strategy and behavioural economics — going beyond pedigree to evaluate each candidate's ability to operate as a true practice builder.
The result: A founding leadership team and an expanded mandate
Within the first six weeks, InX delivered a curated shortlist of high-calibre candidates. Within six months, three Senior Managing Directors had been placed into the business, with a further offer in progress.
The success of the initial engagement led the client to extend its partnership with InX, engaging the firm to support its broader growth agenda, including the identification of strategic acquisition targets.
"Building a consumer practice from scratch demands a very specific profile — someone who can generate revenue, own client relationships and inspire a team, all at once. The challenge is that those individuals are rarely looking for a new role. Our approach was to go beyond the obvious talent pool and assess the market with genuine rigour, identifying leaders who had the builder's mindset this brief required. The result speaks for itself."
— Marc Lesner, Partner, Professional Services, North America Lead
Building out a new practice or scaling a consulting division in a competitive market? InX specialises in placing senior leaders who combine sector expertise with the commercial drive to grow from day one. Get in touch.