The One About Selling Architecture Consulting

The One About Selling Architecture Consulting

From Consultants Saying Things by Chris Lockhart

September 9, 2025 · 42 min · Season 7 · Episode 81

About this episode

This episode discusses strategies for selling architecture consulting services and building trust in enterprise architecture engagements.

It's hard to sell 'architecture' consulting gigs since people frequently don't know what it means or what they're gonna get for their money. Check out this episode for 5 takeaways to help you get better at selling architecture... This is our first ever LIVE podcast recording at the BCS Enterprise Architecture Annual Conference in 2024. We Discuss: How do you build trust early in EA engagements when you don't have established relationships? What's the most important thing to leave behind when a consulting engagement ends - artifacts or wisdom? Should architecture be primarily an internal function or can it be effectively outsourced? How do you sell abstract EA work through procurement processes that expect concrete deliverables? What engagement models work best for EA consulting? 5 Takeaways: Enterprise architecture consulting faces unique sales challenges because it delivers intangible, strategic value rather than concrete deliverables, making it difficult to quantify benefits and navigate procurement processes that expect specific technical roles. Building trust is fundamental to EA consulting success since you're essentially "selling insurance" for long-term…

Topics covered

  • architecture consulting
  • enterprise architecture
  • sales strategies
  • trust building
  • engagement models

Keywords

  • selling architecture
  • consulting challenges
  • procurement processes
  • internal vs outsourced architecture

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