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Strategy consulting firms · Buyer persona

Write down who sponsors the work, who vets it and who signs, before writing a word.

A buyer persona for a strategy firm describes the people around one decision: the sponsor who feels the problem, those who test the firm and the one who signs. GullySales builds a card for each type of sponsor the partners work with, using the firm's own engagements.

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Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.

Realistic editorial illustration of business consultants at work in India

What buyer persona means

A buyer persona is a plain description of the kind of customer who actually buys from you. It includes what they search, what worries them and who else they ask before deciding. GullySales builds this from real enquiries and past sales rather than a generic template, then uses it to write every page and advert.

Also for strategy consulting firms

Sales and marketing for strategy consulting firms, the overview.

Last updated 18 Oct 2026.

For strategy consulting firms

Where it usually goes wrong, and what we would do.

  • “The sponsor and the signatory differ”

    A promoter may want the work while a CFO, an investor director or a family elder holds the signature. Material for the sponsor talks about the decision. Material for the signatory talks about scope, cost control and what arrives at the end of the first step.

  • “Family groups and funded companies behave differently”

    A family group weighs the view of elders and the effect on relatives. A funded company answers to investors who want a plan by a board date. One card for both describes neither, so each type gets its own.

  • “Vetting happens by quiet enquiry”

    The buyer asks a banker, an auditor or a peer how the firm thinks and whether the partner speaks plainly. The persona therefore lists the people consulted and the material they would be shown.

  • “The fear is a report nobody uses”

    Behind the decision sits a worry about paying for a deck that stays on a shelf. A card that records this fear points the description of the first step towards a defined output and a clear next phase.

What we do

What we deliver for strategy consulting firms.

Every deliverable, what it covers for you, and the result it is there to produce. Nothing here is an extra.

  1. A sponsor card for each type

    Separate cards for the family promoter, the funded-company CEO and the investor on a board, built from past engagements.

    Result: Each card names what starts the search and what the person fears.

  2. A map of vetting and signing

    Who else reads, tests or signs, and what each of them is shown.

    Result: The partners know who must be convinced besides the sponsor.

  3. A list of the buyer's words

    The terms buyers used for their problem in first meetings, set beside the terms the firm uses.

    Result: Pages are written in the buyer's words.

  4. A check against lost proposals

    Proposals that did not proceed, reviewed against the card to find who was missing from the conversation.

    Result: The card is corrected by what actually happened.

How the result is measured

  • Enquiry match to persona
  • Conversion rate by persona
  • Content aligned to persona

Recorded as a baseline before work starts, so every later report has an honest comparison.

Read the full B2B and B2C buyer persona development page

Who it is for

This is written for these strategy consulting firms.

  • Boutique firms led by former corporate strategy heads
  • Market entry and diversification advisers for manufacturing groups
  • Growth strategy firms working with family-owned businesses
  • Firms advising private equity and venture-backed companies
  • Sector specialists in healthcare, education or real estate strategy
  • Corporate strategy practices attached to chartered accountancy firms
  • Independent advisers who sit on boards as strategy members
  • Strategy teams within larger management consulting firms

How it works

How the buyer persona work runs

The work itself, in order. How an engagement starts, from your brief to a written scope, is set out on our method page.

  1. 1

    Understand the current view

    We start with how your team currently describes the customer, since the gap between belief and reality is often the finding itself.

  2. 2

    Audit past enquiries and sales

    We look at recent enquiries and closed deals to see who actually bought, not who was assumed to buy.

  3. 3

    Interview customers and staff

    Short, structured conversations surface the real language, worries and triggers behind a purchase.

  4. 4

    Build the personas

    Findings are written into short, usable persona documents rather than a long report.

  5. 5

    Apply to your marketing

    We show exactly where each persona should change a page, an ad or a script you already have.

Where this fits

Three pieces of sales work, in this order.

This work sits inside sales process design, at stage 0, foundation. The audit comes before it, and sales management keeps it running.

  1. Step 1

    Sales audit

    Find where deals are being lost and what to fix first.

    Start here if you cannot say where orders are lost.

  2. Step 2 · you are here

    Sales process design

    One written way to sell, from first enquiry to repeat order.

    Start here if every salesperson sells differently.

  3. Step 3

    Sales management

    A target, a review routine and someone who owns the number.

    Start here if the team has targets and no routine.

Tell us what you need Your brief is read before we call. Scope, fee and term in writing.

FAQ

Questions owners ask before they call.

Not here? More answers, or ask on WhatsApp.

Tell us what you need
How do you build a card without interviewing clients?
From first-meeting notes, proposals and the partners' memory of how each engagement began. Where a client agrees to a short conversation, we add that account with permission.
Is a card a fact about all promoters?
No. It is a working description that you compare with your own engagements and rewrite wherever it does not fit.
How many cards do we need?
Start with the two sponsor types behind the firm's best engagements, then add others once those two are in use.
How much does it cost?
There is no price list, because the work differs by business. The fee is scoped after we have read your brief and spoken to you, and put in writing before anything starts, split into our time, your media spend and production.
How long is the contract?
The term is agreed in writing after we have spoken, along with the fee and the reporting. It is never a default twelve months, and renewal is decided on the numbers against the baseline recorded at the start.
How soon will we see results?
It depends on the trade, the channel and what is already in place. After we have read your brief and spoken to you, we say what we would expect to move first and how it will be measured against the baseline. Nothing here is guaranteed.
Who will actually do the work?
The person you speak to before anything starts. We work from one office in Nagarbhavi, Bengaluru, with no account managers in between.
What do you need from us?
Your brief, and a conversation. After that, access to whatever this work touches, such as your website, your accounts or your enquiry record, and time with the people who handle your enquiries.
What if we are not happy with the work?
Tell us and the plan changes. Everything is reported against the baseline, so a number that is not moving is visible to both sides. The term is in your written scope, and the refund and cancellation policy sets out the rest.

More for strategy consulting firms

Everything else we would do for you.

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Also for strategy consulting firms

Or start from the overview: sales and marketing for strategy consulting firms.

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