Of course, I don't know if your friend already does these, but here are a couple ideas off the top of my head:

1) Ask himself what other products/services his clients may also need and arrange to sell those (i.e., thru endorsement or some other JV arrangement, buying resell rights, referral fees, etc.). Possibilities for corporate clients include sales training, marketing consulting, financial/investment consulting, computer prod/svcs, insurance & similar benefits, etc. Of course, if his clients are relatively local, he might also JV for offers to client's employees (e.g., jeweler, chiropractor, car dealer, pool installer, accountant, etc.).

2) "Management consulting" can cover quite a range of things. Does he specialize in any particular services? How about a niche industry? Knowing the ins-n-outs of a particular kind of business's needs would give him the expertise to justify raising his fees.

Hope that helps..

Chris

> A friend of mine is the owner and founder of
> a 16 year old management consulting company.
> He does fairly well but most of his business
> comes from picking up the crumbs left by
> large consulting firms. Says he does a lot
> of clean up work where the bigs boys come
> in, crap all over everything and fly off
> with their $100,000 fee.

> He bills about 1/2 million a year and nets 6
> figures but he knows he can do better. He is
> pretty much a one man shop and has tried
> hiring salemen in the past but it never
> worked out for one reason or another.

> Anybody know anyone who specializes in
> helping consultants break through the brick
> wall?

> James