he Authority Gap — why consulting firms lose deals they should win
Most consulting firms don’t lose deals during the sales process.
They lose them before the first conversation ever happens.
The Authority Gap reveals the signals shaping those decisions — and why strong consulting firms lose deals they should have been positioned to win.
Find Your Authority Gap
Take the 3-minute diagnostic to see where your firm may be losing buyer confidence before the first conversation.
Buy the Book
Learn how consulting firms become easier to understand, trust, remember, recommend, and choose.
Access Resources
After taking the quiz, you’ll receive your personalized Authority Gap Prescription by email and access to the Advance Reader Preview page. The book resources include a Field Guide, an overview podcast, and preview chapters. You can also opt in the participate in a live discussion group.
Why This Book Was Written
Most firms assume deals are won or lost during discovery calls, proposals, and presentations.
But buyers often form their first judgment long before those moments happen.
Before they speak with you, they are already asking:
Why this firm?
Why should we trust them?
Where do we see their expertise?
Can we justify this decision internally?
The Authority Gap explains how those early signals shape who gets considered, who gets delayed, and who gets ignored.
About the Book
The Authority Gap is for consulting firms, expert-led firms, and professional service providers that have real expertise but still get overlooked, delayed, compared, or misunderstood.
The book shows how buyer confidence forms before the sales conversation begins — and how to close the gap between being seen and being chosen.
What You’ll Learn
Inside the book, you’ll learn:
→ Why expertise alone does not create authority
→ How unclear signals create buyer hesitation
→ Why proof must be specific, visible, and easy to trust
→ How repeated ideas build buyer memory
→ Why buyers need to justify the decision internally
→ How to become easier to understand, trust, remember,
recommend, and choose
Built Around Real Consulting Firm Examples
The book includes real examples showing how authority breaks down — and how clearer positioning, stronger proof, better visibility, and stronger buyer-side logic can change how the market understands an expert.
Join a Small-Group Authority Discussion
After taking the quiz, selected consulting firm leaders will be invited to small-group discussions about how authority forms before buyers reach out.
These are not pitch calls.
They are focused conversations about how buyers interpret your firm, where authority becomes unclear, and what can be strengthened before the sales conversation begins.
Launch Week Access
The full book launches July 28 – now available for 50% off on pre-order.
Take the Custom Authority Gap Prescription to identify your primary Authority Gap and receive access to the launch resources behind the book.
During launch week, readers will receive the book announcement and Amazon link.
Follow the Authority Gap Podcast
Many of the ideas in this book continue through the Authority Signals newsletter and Authority Gap Podcast.
Subscribe for practical ideas on how consulting firms can become easier to understand, trust, remember, recommend, and choose.
Start With the Prescription
Your firm may not have an expertise problem.
It may have an authority signal problem.
Take the quiz to find where buyer confidence may be breaking down.