Diversity
Diversity in professional services isn’t just about ticking a box or looking good in the annual ESG report. It’s about winning more work, building stronger client relationships, and ultimately, selling more. The firms that grasp this are already reaping the commercial rewards. The ones that don’t? Well, they’re just making life harder for themselves.
The stats back this up. Research by Boston Consulting Group found that companies with above-average diversity in their leadership teams generate 19% more revenue from innovation than those with less diversity. (Read the full study here)
This week, we’re breaking down exactly why diversity makes sales teams sharper, smarter, and more successful—and what you can do today to make it work for you.
#1. Clients buy from people who ‘get’ them
When clients look at your pitch team, they’re asking themselves: “Do these people understand us?” If your team all look the same, speaks the same, thinks the same and acts the same, you’re sending the wrong signal.
🔍 The reality: Decision-making teams in major sectors like tech, finance, and retail are more diverse than ever. If your firm rolls out the same old lineup—same backgrounds, same perspectives—you risk looking out of touch.
🚀 Do this today: For your next client meeting or pitch, check your team lineup. Does it reflect the diversity of the client? If not, mix it up. Bring in different voices from your firm to widen the perspective and build a stronger connection.
#2. Diverse teams = smarter selling
Different backgrounds = different ways of thinking. Diverse teams challenge assumptions, ask better questions, and uncover opportunities others miss.
🤝 The reality: Selling professional services isn’t about reciting a credentials list—it’s about understanding client pain points and solving their problems. Teams with varied perspectives are more agile, more creative, and more likely to spot hidden opportunities.
🎯 Do this today: In your next BD meeting, challenge your team’s assumptions. Are you seeing the client’s problem through a single lens? Get fresh input from someone outside your usual sales circle.
#3. More perspectives = more deals closed
The numbers don’t lie. Diverse teams convert more leads into revenue because they bring fresh thinking and build stronger client trust.
📊 The reality: A Boston Consulting Group study found that firms with diverse leadership teams generate nearly 20% more innovation revenue than less diverse competitors. Why? Because fresh perspectives lead to better problem-solving and stronger relationships.
💡 Do this today: If your sales pipeline is stuck, bring in a different voice. Get input from colleagues in different practice areas, with different experiences, and watch how the conversation shifts.
The bottom line: difference sells
Diversity isn’t a nice-to-have—it’s a sales advantage. Clients want to work with teams that reflect their world, their challenges, and their values. The firms that embrace this will win more, sell more, and grow faster. The ones that don’t? They’ll keep wondering why they’re losing pitches to the competition.
🚀 Final thought: Look at your next sales opportunity. Are you bringing a mix of perspectives to the table? If not, what’s stopping you?
