Crossing the finish line is gratifying and in the end, what the client is paying for. At Vitello Consulting we believe that one of the keys to a successful relationship is an engaged, informed, and active client. An informed client is an empowered client. An empowered client is a force multiplier. In the end, it is the client, not the consultant, who should make the critical decisions.
Our clients also come to learn that because we don't keep large mahogany-clad offices on Pennsylvania Avenue, we don't pad our billing to pay for them. However, it's important to understand that we are purposefully a boutique firm. We have studied larger firms and were mindful to avoid what we consider to be flaws in their business models. Generally speaking, large D.C. government affairs firms operate on the classic law firm model, which is predicated on an hourly rate and often carries tremendous overhead. While it may work for lawyers, that model more often fails to provide the right return on investment for clients in the government affairs space. Stretching each lobbyist to cover dozens of clients while requiring them to also pitch new clients compromises skilled lobbying. Moreover, their practice of allocating the firm's political capital based on the size of the retainer creates ethical conflicts that they must deal with daily.
There's a better way to do business than the transactional relationship that these firms are built upon. At Vitello Consulting we maintain fewer clients in an effort to really get to know each client and accordingly to offer the kind of counsel and expertise that goes beyond basic coverage.
As a result, clients we retained at the firm's inception more than a decade ago remain clients today.